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What is Personal Selling Strategies and Risks about?

This document discusses personal selling strategies for companies operating overseas. It notes the risks of establishing a personal selling structure abroad, including political risks, regulatory hurdles, currency fluctuations, and lack of market knowledge. It then outlines the strategic/consultative selling model and its five strategic steps. Finally, it analyzes the advantages and disadvantages of different sales force nationalities: expatriates, host country nationals, and third country nationals.

Author

Christian Bagas S

Language

EN