Sales and Export Management

Economic Articles: Sales and Export Management

Author: Goharian, Mohammad Ebrahim

Letter from the Chamber of Commerce » May 2000 – No. 385 (Page 7)

Economic Articles

Sales and export management

Mohammad Ebrahim Goharian

Introduction

Increasing domestic and international competition, the globalization of markets, new technologies, and the formation of regional business blocs have made major changes to companies’ business practices and the nature of their sales professionals. In global markets, they need extensive support from their item suppliers. Sellers can no longer succeed solely in meeting local customer needs but must have a deep understanding of global marketing and production plans. International companies are facing increasing competition.

Companies are increasingly focusing on improving the quality of their products and services. The sellers are also responsible for managing these relationships.

Suppliers of their items are asked to support their efforts by developing the principles of total quality management, and buyers, reducing the number of suppliers of their items and materials, and try to reduce their costs with a small number of sellers while improving quality. They develop long-term relationships.

The old sales model focused on short-term, short-term benefits and persuading the customer to place an order.

Today, companies are interested in developing long-term relationships with the major suppliers of their items and materials and sellers are responsible for managing these relationships. The company thinks that this attitude stems from the win-win strategy that successful companies use to a large extent in their business relationships with others.

Pocket PCs, mobile phones.

Letter from the Chamber of Commerce » May 2000 – No. 385 (Page 8)

Fax and satellite communications devices provide instant access to information to vendors. By using this information, sellers can work with them effectively to solve customer problems. It is also used to assess the needs and capabilities of vendors.

With this information, buyers can request better and more services from the sellers of their items and materials.

The Role and Importance of Sales

Who is a salesperson? What does it do? How does it make money? To understand the importance of sales management in the export sector, it makes sense to first understand what sales are.

Salesmanship is a responsible business and long-term sales success requires thinking and physical health.

The financial, administrative, and manufacturing sectors provide all the opportunities for the technology to be used. They will give.

Salesmanship is a responsible job, and the long-term success of the sales force requires thinking and physical health. Basically, salesmanship is a very similar profession to that of an athlete or an actor.

Success and advancement in sales come with significant material rewards, but more importantly, the reward is the feeling that the salesperson receives as a result of this success. How skilled they are and, therefore, how they can often deal with setbacks, failures, and laws.

There is no ideal person for a salesperson. Although countless groups make a lot of money as a salesperson, it is unfortunate to say that many salespeople have a negative feeling about the profession they have chosen.

Seller of Export Goods

‌ Using a full-time salesperson is economically viable when the sale of goods develops abroad, or when the company deems it suitable for large-scale export operations. Or the big one – as a means to expand their export activities and ensure that they get real and accurate information. It is obvious that sending the seller abroad.

It is a big and costly decision for the country. In general, a sales organization sends its seller abroad when the services of a representative or broker do not seem to be sufficient at their best, for example, the penetration of a new export market is important. There will be more sales activity and a lot of resources that cannot be done by one agent. Only one dealer will probably be sent to the export market at the beginning of the work, and as the business develops, it may become an export sales force. As sales become more complex, it must be decided to organize it by product, market area, or other factors.

Selecting a Seller

Choosing the right vendor for an export market is far more important than choosing it for the domestic market.

The scope of activity of such a seller will be in remote areas outside the country. Therefore, the cost of travel and accommodation will probably be expensive. The export seller must have all the natural skills of a good seller, the item and the ability to deliver the product effectively requires the buyer. It must also have the initiative and be able to operate without constant order and guidance from the center. An export salesperson must have the following attributes and characteristics.

1. Awareness of economic, social and political, and religious tendencies in the field of activity.
2. Ability to speak the language of the target market.
3. Awareness of new financial and control techniques of the trade, investment, and investment abroad.
4. Having basic knowledge about documents and business procedures, payment methods, and regulations of money in circulation in different countries.
5. Knowledge of different methods of transportation.
6. Have information about trademarks, privileges, licensing procedures, health needs, and quality standards.
7. Enjoying perfect health.

It is very unlikely that an exporting firm or company will be able to cover the cost of a seller of export goods in the early stages of a sale in an export market, so it is possible to use one seller of export goods for “several” markets. And familiar with legal issues, it can conclude the most desirable contracts for the sale of export goods.

In some markets, she can oversee the work of sales representatives, and in others, she can direct sales operations.

Duties of Sales Manager ‌Export‌

The export sales manager is usually accountable to the export marketing manager and, to a lesser extent, is involved in sales matters to the extent that he can control sales representatives and brokers and spread sales throughout. His work begins when he can place orders for exports. This order is delivered to the factory through the export office or the commercial company orders it from the manufacturer. This requires the following steps:

A- Receiving inquiries, ensuring feasibility, ensuring price calculation, and providing bids.

B- Ensuring timely shipment of goods by the requested device.

C- Ensuring the validity of the customer, approving his purchase offer before agreeing to the request

Letter from the Chamber of Commerce »May 2000 – No. 385 (Page 9)

Customer

1. Ensuring that the offer is sent to the customer and that it is followed up, initiating an investigation into the orders that have been received and received.
2. Receiving the order from the customer and matching it with the offer. If an order is issued without receiving the offer, steps A and C, this offer must be set at this stage.
3. Obtaining the approval of the production controller, determining the priority, and (if necessary) obtaining the approval of the credit controller.
4. Accepting the order and (if necessary) notifying the local agent for execution.

Choosing the right vendor for an export market is far more important than choosing it for the domestic market.

1. Preparation, preparation, and issuance of the work order.
2. Announcing the details of the order to the company’s archive or statistics unit, hereby, an official report is prepared for the Export Credit Confirmation Office.
3. The shipping date will be confirmed to the distributor representative and any unavoidable changes will be notified.
4. Track work progress.
5. Submitting the order to the shipping department to go through the stages of delivery of the goods.

In general, we conclude that the most important task of the Export Sales Office is to handle inquiries and orders and the stage of sending them.

Undoubtedly, the direct sale of goods abroad requires a lot of expertise and skills. This job is a popular profession and its attainment requires a lot of competence. And has the knowledge of the export profession and, in addition, must adhere to ethical principles. Only a seller with prudence and knowledge of legal issues is able to conclude the most desirable contracts for the sale of exported goods.

Export Sales Offices

Based on the description below and in the diagram, basically the sales office organization (export) a) product-oriented

(Refer to the image on the page) b) Customer-oriented

(See page image) c) Markets group

(See page image)

Letter of the Chamber of Commerce » May 2000 – No. 385 (Page 10)

There are Three Types of Sales Offices:

1. Product-oriented: Establishing this type of sales office where the product is technically complex or the number of products in the product range is wide, rather than where the products are completely unrelated to each other, is necessary. Better customer service is very effective; this is the preferred method, for example, this method for the company that provides medical equipment, bicycles, bath fittings, etc. It sells, it’s convenient. But it increases costs because different representatives of the company meet with a single customer, which may also upset the customer.
2. Customer-oriented: In this method, each representative acquires expertise in the relevant industry, its technology, industry and decision-making pattern, etc., in a category of specialized customers. In this way, the seller meets the specific needs of each customer has grown and will be able to satisfy them effectively, and on the other hand, when more than one agent travels to a different place to visit different companies, travel is done again and increased costs of export production are imposed.

This method is usually used by large companies.

3. Market group organization or regional organization: This method, as seen in the horizontal organization of the carrier office, requires the determination of vendors to provide services in a certain region of the world. It is satisfying to have each other, but as soon as the situation changes or the company’s production changes in such a way that the representative is practically unable to gain knowledge about all the products, this method loses its efficiency.

In order for the Export Office to operate more efficiently, close cooperation between that office and other parts of the company is essential. Non-cooperation will be problematic when the factory or distribution manager is unable to send urgent orders, both to foreign and domestic markets. It will disappear.

In order for the activities to be carried out satisfactorily, the individual or unit must coordinate between the offices and resolve disputes between them in the event of an occurrence. The best solution to the dispute is to convene a joint meeting attended by the heads of the two offices and their superiors.

The shipping office can usually notify the export office of the most appropriate quantity or a number of goods in terms of packaging and shipping in foreign markets. And the agreement is damaged.