TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 16 - Krishna K Havaldar, Vasant M Cavale

Chapter 16, international sales & distribution management. After studying this chapter you will be able: Understand differences with domestic markets; choosing the markets; economic, legal & cultural aspects of the environment; risks involved in international business; entry strategies for international markets; | Chapter 16 International Sales & Distribution Management SDM-Ch 16 LEARNING OBJECTIVES Understand differences with domestic markets Choosing the markets Economic, Legal & Cultural aspects of the environment Risks involved in International business Entry strategies for international markets Pricing, financial terms and payment methods Information gathering about target markets Differences in distribution channels and factors influencing the choice SDM-Ch 16 WHY GO INTERNATIONAL? The WTO agreement has resulted in opening up of new areas for freer trade (Textiles, Services & Agricultural products) China, Russia, India & the East European countries have embraced free market policies resulting in huge opening up of underserved populations. Domestic competition has increased especially from imports. Outsourcing in manufacturing and services has increased due to cost pressures & improvement in infrastructure. SDM-Ch 16 CHOOSING THE MARKET Factors to be borne in mind while .

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• International sales
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales organisations
• Sales training
• Compensation plan
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics