International Sales Force

1
International Sales ForceStaffing Options

• Expatriateshome-country employees that accept an
  extended foreign assignment must live in the
  foreign country to carry out duties
• Local Nationalsindividuals who live in or are
  native to the host country may require extensive
  product or sales training
• Third Country Nationalsexpatriates from their
  own countries that agree to work for a foreign
  company in a third country
• Virtual Expatriatesemployees who retain their
  home-country residency and conduct business via
  information technology and short commutes

2
International Sales ForceSelection Traits

• For international marketing positions, management
  should choose individuals with the following
  traits

1. Maturity
7. Flexibility
2. Emotional Stability
6. Cultural Empathy
3. Breadth of Knowledge
5. Energetic
4. Enjoy Travel
3
International Sales ForceTraining Programs

• Expatriates are captives of their own habits and
  patterns. Before any training can be effective,
  open-minded attitudes must be established
• In addition to cultural assimilation,training for
  expatriates should focus on the business customs
  and special foreign sales problems that will be
  encountered
• Training of local personnel should focus more on
  the company, its products, technical information,
  and selling methods

4
International Sales ForceMotivation and Rewards
5
Expatriate Repatriation

• Five steps can be taken to successfully
  repatriate an employee back to the home office