Vendedores internacionales: desafíos y oportunidades
DOI:
https://doi.org/10.5007/2175-8077.2023.e61136Palabras clave:
Ventas internacionales, Habilidades del vendedor, Negocios Internacionales, InternacionalizaciónResumen
La competitividad y los mercados nacionales cada vez más restringidos han impulsado a las organizaciones a operar en todo el mundo, convirtiendo la función de ventas internacionales en uno de los factores fundamentales para el crecimiento de las empresas. El objetivo de este trabajo es identificar los condicionantes que posibilitan el rol de vendedor internacional. Para ello, se utilizó una metodología de investigación descriptiva (encuesta) con enfoque cuantitativo, interrogando a los vendedores de empresas exportadoras de la región de la Serra Gaúcha. Para la recolección de datos, se utilizaron dos escalas validadas, complementadas con factores de la revisión de la literatura. Se obtuvieron y analizaron un total de cincuenta y una respuestas válidas. Los resultados muestran que los aspectos de adaptación cultural son los principales factores que permiten a los vendedores promover la interacción entre comprador y vendedor, posibilitando los negocios. Además, a medida que aumenta la duración de la relación comprador/vendedor, aumenta la disposición al servicio mutuo.
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