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    Global Channel Management: Presented By: Group I

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    ankitguptakiams
    The document discusses several key aspects of global channel management. It outlines factors to consider when choosing international markets, such as market size, language, competition, and political stability. It also discusses the importance of understanding local culture and how it influences business practices and product usage. When selling abroad, companies must consider legal protections, risks, and ways to organize sales teams. Different distribution channels like agents, distributors, and joint ventures are suitable depending on the market and product. Proper packaging, shipping, pricing, payments, and market research are also essential to successful international sales.

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    Global Channel Management: Presented By: Group I

    Uploaded by

    ankitguptakiams
    38 views17 pages
    The document discusses several key aspects of global channel management. It outlines factors to consider when choosing international markets, such as market size, language, competition, and political stability. It also discusses the importance of understanding local culture and how it influences business practices and product usage. When selling abroad, companies must consider legal protections, risks, and ways to organize sales teams. Different distribution channels like agents, distributors, and joint ventures are suitable depending on the market and product. Proper packaging, shipping, pricing, payments, and market research are also essential to successful international sales.

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    Global Channel Management

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    The document discusses several key aspects of global channel management. It outlines factors to consider when choosing international markets, such as market size, language, competition, and political stability. It also discusses the importance of understanding local culture and how it influences business practices and product usage. When selling abroad, companies must consider legal protections, risks, and ways to organize sales teams. Different distribution channels like agents, distributors, and joint ventures are suitable depending on the market and product. Proper packaging, shipping, pricing, payments, and market research are also essential to successful international sales.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    38 views17 pages

    Global Channel Management: Presented By: Group I

    Uploaded by

    ankitguptakiams
    The document discusses several key aspects of global channel management. It outlines factors to consider when choosing international markets, such as market size, language, competition, and political stability. It also discusses the importance of understanding local culture and how it influences business practices and product usage. When selling abroad, companies must consider legal protections, risks, and ways to organize sales teams. Different distribution channels like agents, distributors, and joint ventures are suitable depending on the market and product. Proper packaging, shipping, pricing, payments, and market research are also essential to successful international sales.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 17

    GLOBAL CHANNEL MANAGEMENT

    Presented by : Group I

    Ankush Agarwal
    Alka Agarwal
    Ankita Sharma
    Kriti Nigam
    Somnath Dash
    Sunakshi Jain
    Choosing The Market

     Size of the market


     Language and culture of the market
     Competition in the market
     Proximity of the market
     Political and financial stability of the country
    Culture & International Business
     Understanding of culture is important
     Culture dictates the mode of dealing
     Language - knowledge of local language
     Culture’s influence on
     consumption

     usage of the product


    Legal Aspects

     Understanding legal aspects of the country (Tata)


     Protection of intellectual property rights
    (copyrights, patents)
     Process patents to product patents
     Product liability insurance certificate
    Risks Involved

     Major risks
     Political risk - disruption of contracts or payments due
    to coups and wars
     Financial risk– the failure of buyer company to pay as
    per contract due to bankruptcy.
     Commercial risk – involve sudden change in the
    situation in the buyers’ s country.
    Selling In International Markets
    Trade between countries occurs because
     Scarcity of natural raw materials
     Cost advantages

    Why international markets


     A saturated domestic market
     International market offers large and profitable opportunities
     Excess capacity which the domestic market can not absorb
     Cost advantage over international competitors
     Companies foresees increased competition in the domestic
    market
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    Distribution In International Markets
     Distribution becomes important because
     Distance from the manufacturing base
     takes time to transport
     Involves crossing international boundaries
     completion of procedures and formalities
    Types Of Distribution Channel
    Choice of channel depends upon
     Product being marketed
     Positioning of product
     Size of market
     Level of development of market
    CHANNELS
     Commission agents - would not buy the product, but would
    solicit business from buyers and arrange payments
     When volume grows – Distributers – import, stock and sell
    products
     Own office with a resident representative – developing
    customers and ensuring requirements are met
     Invest in market with long term perspective – Joint venture
    or wholly owned subsidiary
    Role Of Logistics Companies
    Logistics – important – distributing products to many
    countries involves
     multiple modes of transfer
     Trade across national boundaries
     Complex documentation and payment procedures
    Profile Of An International Sales Person
    In addition to the qualities of a good sales person, the
    international salesperson needs the following qualities
     The ability to speak in one or more international languages
     The ability to adapt to foreign culture (food, drinks etc.)
     The ability to act independently and decisively
     A pleasant and amiable personality
     The ability to understand product, pricing, financing of sales,
    instruments of payment and foreign exchange risks

    The company may appoint local persons as sales executives.


     Appointing of women in sales job must be decided based on culture of

    country
    Pricing And Payment Ters In International Trade

     Ex works
     FOT
     FAS
     FOB
     C&F
     CIF
    Currency Of Pricing
     Risk involved - fluctuation of the value of the currency of
    pricing
     Depreciation of the local currency benefits the exporters
    but hurts the importers
     Seek professional advice
     Banks offer - Forward contracts & options to hedge risk
     Banks also offer forfeiting facilities
    Packing And Shipping
     Buyers tend to specify the type of packing required.
     Packing must show the contents and specify the origin,
    weight, and quantity of the item inside
     Shipments done in containers ( safer and easier to
    handle) – Inland container depots (ICD’s) setup in India
     Due to increased competition, just-in-time (JIT) is
    important
    Market Intelligence And Research
     Collecting primary and secondary data for market
    research
     Sources of Secondary data are:
     Embassies/ consulates of the importing duty
     Indian missions in the host country
     Trade and industry organizations (FICCI,CII)
     Chambers of commerce and industry in importing country
     Commercial banks
     EXIM Bank
     ECGC
     Trade journals and publications
     Internet
    THANK YOU

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