Title: Summarize the personal selling process used in international business.
Course: Opportunities in Global Trade, Advanced (12056-II) > Section: Examining Promotion Strategies within the International Marketing Plan

Summary should include

- using pre-approach techniques to assess the situation
- approaching the customer
- determining the customer’s needs
- presenting the product
- handling questions and suggestions
- closing the sale
- performing suggestive selling
- reassuring and following up.

In international business, sales staff may include expatriates, local nationals, and third-party nationals.

Process/Skill Questions:

- How does the selling process differ for international business?
- What are some things to consider when approaching a customer from a different culture?
- Why is it important to differentiate the selling process for different cultures?