Operational Sales Management - The nature of the sales environment Essay

Operational Sales Management - The nature of the sales environment - Essay Example Support for international selling is based on the significance of exportation for economic growth and survival (Cool and Goddard, 2006). The United Kingdom is not self-sustaining in the sense that much of its food and raw materials are imported from abroad. In turn, the United Kingdom must encourage the business community to export more in order to achieve balanced trade and earn foreign currency to pay for imported commodities. Conversely, many business executives in the United Kingdom have remained adamant and apprehensive to sell overseas despite government’s exhortations. The mystique surrounding international selling has often been blamed for such apprehension (Jobber and Lancaster, 2009). Therefore, this paper aims to dispel some of the mystery surrounding international selling by examining various aspects of international selling. 2.0 Aspects of International Selling Selling overseas is not only relevant to national economic growth but also benefits individual companies . The decision to sell overseas is made by individual companies intending to reap the benefits of international trade. First, product differentiation in terms of design and quality allows companies to enter international markets (McCall and Stone, 2013). ... By selling overseas, local companies become less susceptible to impacts of economic recession in local markets and also counter market fluctuations. For instance, players in the tourism industry can promote London Towers as an attraction site for tourists from international markets. In essence, international selling enables firms to take advantage of disposable income held by expanding middle-class populations in emerging markets, such as China and India (Cateora, Graham and Ghauri, 2006). Third, technically obsolete products in developed countries may still be technically appropriate in developing countries. For instance, analogue cameras and desktop computers have been replaced by advanced digital cameras and portable computers respectively. However, analogue cameras and desktop computers are still appropriate in developing countries. Technology firm still having stock of these products can dispose them to global markets, where demand is still high (Jobber and Lancaster, 2009). The benefits of international selling are dependent on various aspects that are discussed in the proceeding sections. 2.1 Economic Factors Higher interest rates, inflation, unsettled financial markets, consumer debt levels and other economic factors adversely affect consumer demand for products and services. Economic factors may also force business entities to change the product mix they sell (McCall and Stone, 2013). Certain commodities are volatile and subject to regular fluctuations emanating from shifting domestic and international demands, competition, labour costs, government regulations, market speculation and other factors. Significant and rapid fluctuations in commodity prices may have