Sell products and services internationally
Overview
This standard is about selling products and services internationally. It covers selling the products and services to international customers and managing some of the complexities of trading overseas. The standard recognises the importance of preparation when selling internationally and the need to ensure that there is a clear understanding of issues relating to culture and acceptable approaches to selling in different countries. It also covers the need to ensure that you do not inadvertently miss an opportunity because of misreading situations and signals. This standard is for sales professionals who sell products and services in international markets.
Performance criteria
You must be able to:
1. carry out a detailed analysis of the target countries, their markets, legislation, regulation, customs and the impact these could have on the sales process
2. identify which international markets are the best to target first
3. identify potential barriers to selling internationally
4. carry out a risk analysis of conducting business in the target country
5. define marketing methods, strategies, sales channels and tactics to sell internationally
6. monitor the activities of competitors abroad
7. assess and analyse variety of factors, including political situation, economic stability, licensing, costs of living, language, taxes and others
8. identify and qualify a range of sales prospects in the target countries
9. consider the sales methods internationally, such as face-to-face, remotely or both
10. ensure there is language support to meet product and service requirements
11. establish the customer's needs and motivation and evaluate their current attitude to making a buying decision
12. align your products and services in accordance with buying decisions and preferences in the target countries
13. assign the range of sales activities to other teams in the business
14. monitor any fluctuations in currency exchange rates
15. identify opportunities to broaden the scope of the sales, including sale of add-ons, up-selling and cross-selling
16. gain commitment from the customer and close the sale
17. review performance of sales activities internationally and identify relevant action points based on lessons learned
Knowledge and Understanding
You need to know and understand:
1. the current legislation, regulation and customs relating to the sectors and industry in target countries
2. the ethical, social and cultural issues relating to trading internationally
3. the methods, strategies and tactics to sell internationally
4. the sources of information about international markets and the type of information that the organisation requires for research
5. your organisation’s sales and export strategies and plans and policies on selling in international markets
6. the factors to take into consideration for selling internationally and the impact these may have on sales activities abroad
7. the potential risks and barriers of selling internationally
8. how to identify and qualify the range of sales prospects in the target countries
9. the competitor activities internationally
10. the methods of establishing international sales leads
11. the relevant sales techniques and how to use them in international markets
12. the preferred search options in the target countries and their consumer culture
13. the language support to take into consideration and how the organisation provides this
14. how to work with colleagues in other teams to arrange customer service support, payment options, shipping, taxes and etc.
15. the difference between customers in the UK and internationally
16. the pricing, distribution and promotional arrangements for selling products and services overseas
17. how the currency exchange rates’ fluctuations impact sales activities
18. the cross-selling and up-selling and how to maximise opportunities to grow the business abroad
19. the methods of overcoming objections and closing sales
20. why it is important to monitor and review performance of sales activities internationally