International sellers: challenges and opportunities
DOI:
https://doi.org/10.5007/2175-8077.2023.e61136Keywords:
International sales, Salesperson skills, International Business, InternationalizationAbstract
Competitiveness and increasingly restricted national markets have driven organizations to operate worldwide, making the international sales function one of the fundamental factors for the growth of companies. The objective of this work is to identify the determining factors that enable the role of international seller. For that, a descriptive research methodology (survey) with a quantitative approach was used, questioning the sellers of exporting companies in the region of the Serra Gaúcha. For data collection, two validated scales were used, supplemented with factors from the literature review. A total of fifty-one valid responses were obtained and analyzed. The results show that aspects of cultural adaptation are the main factors that enable sellers to promote interaction between buyer and seller, making business possible. Furthermore, as the length of the buyer/seller relationship grows, the disposition to mutual service increases.
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