INTERNATIONAL SALES FOR SMALL BUSINESS - Workshop 3: Entering the Global Market Step by Step

Is Going Global the right decision for your company?

This 6-part course presents an analysis of the sales function across national borders. The impact of strategic, economic, political, legal, and cultural factors on sales activities, factors that influence the globalization of selling, and the impact of cultural differences on global selling and buying will be discussed. The material presented in this course is geared to business owners or managers with authority to decide the strategy and direction of the company. This is NOT a HOW to sell basics; it is designed to help participants decide if Going Global is the right decision and if it is, how do they start.

Workshop 3: Entering the Global Market Step by Step

• The small-step approach

• The market-entry steps

• One country. Small steps

INSTRUCTOR: Michael Taylor is an Adjunct Professor in the Russ Berrie Institute for ProfessionalSales (Department of Management, Marketing, and Professional Sales) in the Cotsakos College of Business at William Paterson University.

Note: To receive the full benefit of the material, one should attend all sessions, but that is not required.