International Sales Practice Exam

About International Sales
Getting international sales right and taking advantage of international business opportunities require a thorough understanding of the language and culture of the country a company wishes to do business in. But there are other concerns multinational companies face as well. While language and culture can be a barrier to international sales, the complexities of selling in a global market reach far beyond correct translations. What is an international company? In most people’s approximation, it’s a company that has a strong footing all across the globe. But selling in a global market is more than just having a viable product and being willing to log some air miles. Just because your company has found a consumer society that looks like a good fit for your products doesn’t mean you’re ready for international sales or business opportunities.

Companies aspiring to go global and sell internationally must do their research and make a generalized comparison between other companies that have been able to sell internationally with success. They also understand that when successful multinational companies ask themselves “What is global business?” the answer comes from a deep understanding within the organization itself.

Why is International Sales important?
There are numerous advantages of international sales
•    Expands Your Customer Base - Expanding your customer base is one of the big advantages of international sales, because it gives you access to a whole new set of consumers, which can increase your profits and your brand awareness.
•    Protects Against Economic Downturns - When you establish a foothold overseas, the increased revenue can help offset any downturns in the economy at home, highlighting the importance of international sales.
•    Increases Competitive Advantage - Providing a product or service that a competitor does not is one of the ways to increase your domestic market share.

Who should take the International Sales Exam?
•    Sales professionals
•    Business owners or Entrepreneurs
•    Anyone who wants to assess their international selling skills
•    Sales managers and senior executives
•    Sales consultants
•    Anyone who wants to learn the international sales skills
•    Students

Knowledge and Skills required for the International Sales Practice Exam

Specific skills are needed to excel in International Sales which includes account management and relationship management.

International Sales Practice Exam Objectives

International Sales exam focuses on assessing your selling skills and knowledge in international market and sales management.

International Sales Practice Exam Pre-requisite

There are no prerequisites for the International Sales exam.

International Sales Certification Course Outline
1. Introduction To International Personal Selling
1.1 International Personal Selling defined
1.2 Types of International Salespeople
1.3 Activities of International Salespeople
1.4 The International Sales Process

2. The International Sales Management
2.1 International Sales Management defined
2.2 Schools of thought and issues on Strategic Management
2.3 Challenges and opportunities

3. The International Marketing Research
3.1 Purpose of International Marketing Research
3.2 Process and Evaluation of Marketing Research
3.3 Applications of Marketing Research in Sales   

4. Understanding Cultures
4.1 Culture defined
4.2 Components of culture
4.3 The impact of culture on International Sales Management

5. Organisational Structures And Relationships
5.1 Organisational types
5.2 Sales organisation structures
5.3 Sales force deployment
5.4 Developing forecasts

6. Managing The Sales Effort Internationally
6.1 Recruitment and selection
6.2 Developing International Salespeople
6.3 Supervising the sales effort

7. Evaluating And Controlling Performance
7.1 The control process
7.2 Criteria for evaluation
7.3 Performance outcomes and job satisfaction
7.4 Sales revenues, cost, and profitability analysis

Exam Format and Information
Certification name – International Sales Certification
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees  - INR 1199