International Relations Committee Discusses:
The “Sales & Marketing Side” Of Exporting

Selling in an overseas market is not much different than doing so here in the U.S. It’s pretty much the same. You identify prospects for your products, reach out to them, make a sales call (OK, make several sales calls), and close the deal. Simple!

You follow the same steps overseas as you do here. But “subtle differences” can make the difference between success and failure. Languages are not always easily translated, especially when local colloquialisms are excluded from the marketing communications. Then there are the local customs and taboos. You can also count on the “protocols of sales” being different than they are here.

So, although the sales steps are very close to what we experience in the U.S., one can’t just start making calls in an overseas market without crafting a great plan that includes all the nuances of the overseas country you are targeting. Ignorance of these will not be blissful!

The International Relations Committee is dedicated to assisting members in their export efforts and helping expose members to exports as a viable business strategy for growth. As you may have any questions or requests please contact Committee Chair, Jack Kane at jkane@pathfinder-logistics.com.