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Homework answers / question archive / Scenario: You have achieved great success at Physical Movement Company (PM Co
Scenario:
You have achieved great success at Physical Movement Company (PM Co.) as their Sales Manager. PM Company is a three year old, US$25 million home healthcare company, headquartered in the northeastern part of the United States. The firm creates and sells wheelchairs, walkers or other types of “mobility products” that give a person some level of mobility when they can no longer completely ambulate on their own. Recently due to an influx of inquiries about your mobility products and some very large, direct sales to customers outside your home country, you have been promoted to the position of Vice-President of International Sales, responsible for all sales outside the United States. The job sounds simple enough – just sell your great mobility products around the world! Benefits of the job include traveling globally, eating great food and shopping for bargains in your free time. Life is good!
However, after a few days in your new position you begin to realize there is more to this job than what you were previously accustomed to as a Sales Manager who sold only in your own country. Your previous job responsibilities included finding a need for your mobility products, overcoming any objections and closing the sale. You were very comfortable in this role. As you begin to call on companies around the world by phone and e-mail, you realize that the global business environment is far more complex, involves many more details, and requires much more knowledge than you ever realized! Because of the time zone differences, you are finding yourself working all the time as business is conducted 24 hours a day, 7 days a week around the world, so there is always someone you need to contact or follow-up with. No one in the company has ever sold internationally before. There are a few employees in the company who were not born in this country. They can provide some language skills and can share their cultural knowledge, but they do not have international business experience. However, you are now the global business leader for your company.
Late one night between calls to Singapore and China, you realize you need to quickly learn as much as you can about global business issues and their implications and to communicate these issues and their solutions to senior management so that together you and the company can achieve your new worldwide revenue objectives.
IMPACT OF CULTURAL DIVERSITY IN INTERNATIONAL SALES document is enclosed
The cultural dimension in important because in dealing with people of different countries that is if you are sensitive to the culture then you are at much better position to deal effectively with people. Primarily dealing with people involves being sensitive to their feeling and if you are sensitive to their values, culture, beliefs you can create a rapport which is needed whenever you want to deal with them. Any interpersonal dealing in business will involves communication, decision making, working in a team etc. all being influenced by cultural environment.
References:
1. International Marketing Strategy by Isobel Doole and Robin Lowe(Thomson Press) -Chapter3-Social and Cultural Consideration in international marketing
2. Organizational Behavior- S. S. Khanka (S.Chand& Co. Ltd.)- Chapter 25 International Organizational Behavior
3. Organizational Behavior- Archana Tyagi(Excel Books)- Chapter17 International Organizational Behavior- managing across cultures
