B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships
(Sprache: Englisch)
For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like...
Voraussichtlich lieferbar in 3 Tag(en)
versandkostenfrei
Buch (Kartoniert)
44.99 €
- Lastschrift, Kreditkarte, Paypal, Rechnung
- Kostenlose Rücksendung
Produktdetails
Produktinformationen zu „B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships “
Klappentext zu „B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships “
For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) - particularly in the B2B sector. Sales is often tagged as an enterprise's figurehead. It is responsible for determining whether a manufacturer effectively conveys its capabilities to the B2B customer.To date, there exists no single reference book covering all four topics of this paper's headline: B2B, SMEs, sales and Franco-German business relationships. The ongoing literature is mainly focussed on large firms. The subject of international sales has hardly been investigated, yet. Apart from the sales excellence approach, there are few selling models for corporate practice. The lack of sales expertise both in theory and practise is thus not the ideal prerequisite for succeeding on a cross-border scale.
This study addresses sales challenges of German SMEs with its trading partner France in the B2B sector. It should be stressed that the focus is on SMEs from Germany only. The company size of French business partners does not play a role in this context. The acquisition-related part of sales (selling) is highlighted while the physical component (distribution) is secondary within the framework of this assignment. In consequence, the central question is to figure out what kind of challenges German SMEs must face when exerting B2B sales activities in France.
A related sub-issue is defined as follows: "Which type of challenge has the greatest impact on cross-border sales
... mehr
operations in France?"
The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.
The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.
... weniger
Lese-Probe zu „B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships “
Text Sample:Chapter 4 Challenges of cross-border sales
4.1 General challenges
In an ever-integrating world characterised by increasing interdependencies of global economy, price collapses or new information technologies, B2B sales of SMEs must adapt to these external conditions in order to remain competitive. As expressed earlier, the sales expertise of an enterprise is decisive for success. Highly-qualified sales people possess not only business knowledge but also psychological, diplomatic, juridical and sociological skills. Literature stresses four principal drivers as challenges, the so-called megatrends: globalisation, technology, consumer behaviour and complexity.
4.1.1 Megatrend - Globalisation
Fourteen years ago, 20 per cent of all existing commodity transactions took place on a global scale. According to McKinsey, this rate will increase to estimated 80 per cent in 2030.
The article "The globalisation of markets" by Levitt (1983) brought up the subject of globalisation already 31 years ago. The economic environment has changed. Increasing competitive pressure, the elimination of trade barriers or domestically saturated markets force SMEs of all industries that never intended to internationalize into cross-country activities. So it is not only vital to improve one's products steadily but also to verify one's sales strategy continuously. This raises the question how international sales shall be designed effectively and efficiently. The maxim is to improve sales processes and to reduce costs while maintaining competitive shares. The traditional distribution channel, which is domestically oriented, is often outdated. Not astonishingly that two thirds of Germany's largest family-run enterprises being internationally active possess their own foreign sales branches. The elaboration of a market- and customer needs oriented sales strategy represents a crucial turnout for successful cross-border expansion. This means that organisational processes and employees
... mehr
shall be adjusted to local needs. As a result many SMEs orient themselves on "glocalisation" following the slogan: "Think global upon local roots". The home country is thereby the reference point where comparative cost advantages are created and international sales strategies are developed. Anyway, temporary sales representatives and freelancers are an excellent possibility to attain flexibility in the international sales sector, e.g. when it comes to product releases or economic crises. If an organisation expands through mergers and acquisitions the overall challenge lies in the unification of sales organisation, sales processes and sales personnel. Concerning the latter "change-management" has to be undertaken since the global sales teams have to adapt to different cultures while building cross-country relationships in foreign countries. Another topic is related to the rising exigencies for international sales personnel. They must respond to customers' individual demands, specific sales terms, product adaption, pricing customisation or technical support.
4.1.2 Megatrend - Technology
The introduction of new technologies entails new sales opportunities. These companies, that have missed technological changes, typically could not keep up with international competition. The so-called basic innovations, the Internet in particular, provoke radical revolutions in commercial organisations. The World Wide Web concerns not only the emergence of previously never existing marketers but also affects the issue of digital distribution channel exploitation, digital strategic orientation or online sales partnerships. Regarding customers the existence of the Internet means an elevated degree of market transparency. For example, the search for product evaluations or the lowest market price takes only seconds. In compliance with Reichheld and Schefter (2000) not the price but trust is crucial. Consequently, the web 2.0 client has a more distinct level of information than in the pas
4.1.2 Megatrend - Technology
The introduction of new technologies entails new sales opportunities. These companies, that have missed technological changes, typically could not keep up with international competition. The so-called basic innovations, the Internet in particular, provoke radical revolutions in commercial organisations. The World Wide Web concerns not only the emergence of previously never existing marketers but also affects the issue of digital distribution channel exploitation, digital strategic orientation or online sales partnerships. Regarding customers the existence of the Internet means an elevated degree of market transparency. For example, the search for product evaluations or the lowest market price takes only seconds. In compliance with Reichheld and Schefter (2000) not the price but trust is crucial. Consequently, the web 2.0 client has a more distinct level of information than in the pas
... weniger
Bibliographische Angaben
- Autor: Yves Scheffler
- 2018, 148 Seiten, 31 Abbildungen, Maße: 15,5 x 22 cm, Kartoniert (TB), Englisch
- Verlag: Anchor Academic Publishing
- ISBN-10: 3960672144
- ISBN-13: 9783960672142
Sprache:
Englisch
Kommentar zu "B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships"
0 Gebrauchte Artikel zu „B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships“
| Zustand | Preis | Porto | Zahlung | Verkäufer | Rating |
|---|
Schreiben Sie einen Kommentar zu "B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships".
Kommentar verfassen