SMTA International Conference Proceedings

Penetration Into An International Market: The Aspects Of Sales Channels Management

Authors: Moshe Shavit, D.B.A. and Kewal K. Verma, Ph.D.
Company: University of Phoenix Online
Date Published: 10/13/2013   Conference: SMTA International

Abstract: International business activity has a strategic role for companies’ growth and profitability. Many of the companies going international use the sale channel strategy to improve the penetration and probability of success. In the fast changing global environment, such activity generates interest in the academic and the business communities. Whereas the importance and the frequency of international market penetration are growing, companies experience failures and growing list of challenges. One of the main roles in such an activity is sales channels management, often called business development.

In light of the large failure rate of sales channels activity, 60% -70%, the sales channels management is critical to the success of the sales channels and vendors alliances. Companies should dedicate resources to manage sales channels. Companies that involved senior management in the sales channel development or the alliance management activity reach strategic level of relationships and are more successful. Based on the detailed literature review and results of the qualitative exploratory case study of successful Small Medium Enterprises (SMEs), from the United States, Europe, Israel, and APAC, a number of best practice activities are suggested that could improve sales channels performance of the company preparing to penetrate into the international market.

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