25 Sales Strategies and Activities

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Presentation

Review where Global Approach fits into the Sales Strategy Matrix and why it is positioned where it is.

Ask participants what they think of when they hear the term global as it relates to customers. You should

expect to hear responses that refer to doing business with customers around the world. Ask the group what

opportunities and challenges a global sales strategy might create. List these responses on a flipchart.

Next introduce the concept that global does not necessarily mean across international borders and refer

to Exhibit 19-A, Going Global. Global in this sense relates to the customer’s entire organization and

operations. Now ask participants what comes to mind when they think of global in this sense. Write their

responses on another sheet of flipchart paper and tape it to the wall next to the other sheet. Compare the

similarities between these two lists. Look for commonalities that might be included on these two lists, such

as different goals, ways of doing business, even cultural or language (terminology, technical descriptions,

etc.) differences.

Distribute a copy of Exhibit 19-B, Global Opportunities, to each participant. Have participants answer the

questions on the exhibit.

The focus of this activity should be on completing the last question on Exhibit 19-B, which asks participants

to develop a strategy for approaching their customers to ask them for more global opportunities to be of

service to them.

HRD Press, Inc., Amherst, Massachusetts, www.hrdpress.com

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Exhibit 19-A

Going Global

Going global may sound like an awesome challenge. After all, the world is a very big place.

However, a global sales strategy can be not only manageable, but also can be a much more

efficient way of doing business with your customers. Global can mean many things in

addition to international dealings. Global can mean being totally inclusive, serving the

customer’s entire organization.

HRD Press, Inc., Amherst, Massachusetts, www.hrdpress.com

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Exhibit 19-B

Global Opportunities

Answer the following questions to gain a better understanding of how a global sales strategy

could help you better serve your customers.

Are there additional opportunities for you to sell your products/service to your customers?

__________________________________________________________________________________________________________

What would be some of these opportunities?

__________________________________________________________________________________________________________

How could providing this more global approach to your customers enable you to better serve

their needs?

__________________________________________________________________________________________________________

How could you make your customers more aware of these benefits of going global and gain

additional business?

__________________________________________________________________________________________________________

25 Sales Strategies and Activities by Peter R. Garber