Methodology For International Market Research

Cindy King — Sun, 21 Dec 2008 23:00:02 +0000

A reader recently asked me for my thoughts on international market research. He is an MBA student writing a paper:

To be comparable an international marketing research should be conducted applying the same methodology in all participating countries.

I do not agree with this statement as it is written here.

You can only apply the same methodology across different countries for specific tasks in international market research.

…And these are mainly for preliminary international market research – more on this tomorrow.

What You Want From Your Research

So, where can you use the same methodology across any given choice of countries?

And, when do you need to use different methods?

Well, my first question would be:

What are the goals of your international market research?

And then, the next question is:

Will different cultures interfere with the methods you get from this information?

What You Get From Your Research

When answering these questions, there is one thing that is obvious to me here.

The closer the information you need from your international markets…

…the more problems you will have at getting valuable information using a single methodology.

This is the thing international business blunders are made of.

Now,that does not mean you should not systematize your international market research.

And there definitely is a place for one single methodology across different cultures in international market research.

…Again, more tomorrow.

The Limits Of Methodology In International Market Research

Today I just want to say something important first..

International market research for effective international business development has different layers.

One methodology across the board can work with some of these layers.
One methodology across the board could give you useful information in some instances.
And using one methodology across the board could give the advantage to your competitors in other layers of this international market research.

Yes, some people can come up with sophisticated calculations to make methodologies work well.

And, some people will think there is flare involved in certain international successes.

I think there is a time a place when to follow the results from:

Your international market research
Specific knowledge acquired through international skills

And, the best international teams I have worked with know when to apply both of these.

The Job Of An International Sales Specialist

Cindy King — Sun, 12 Oct 2008 23:00:17 +0000

International Sales Professions

Last week we looked at what an International Sales Specialist is. So, what does an International Sales Specialist do?

Obviously an international sales specialist knows how to make sales. International sales. But, let’s look into this a bit more. A salesperson’s job can take on wider responsibilities when selling to an international sales region.

Start With International Sales Skills

When you first start selling to international clients you can adapt your core sales skills to fit into an international environment.

The time you need to acquire an international dimension to your sales skills depends on several factors.

It can take 6 months to take your sales skills to a basic international skill level. But the time you need depends on your several personal skills too.

In addition to cross-cultural differences, there are also cultural differences in industry environments. These differences influence the time an international sales person needs to adapt to new foreign markets.

Cross-Cultural Skills Add Competence

Through practice, you also acquire cross-cultural skills in addition to your basic international sales skills.

These cross-cultural skills can take your basic international skills to a much higher level of competence.

Cross-cultural skills increase your international sales skills and give you a broader base of international skills. They help you to carry out more tasks associated with an international sales specialist’s role.

The Full International Business Advantage

The full value of an international sales specialist is his ability to identify the right way to communicate with different cultures in different circumstances:

To find the right offer for foreign sales appeal.
To prevent and smooth out any cultural blunders in foreign client relationships.
To identify the best flow for your business communication. The how and when to communicate for sales success.

Good international sales skills combined with cross-cultural communication skills also allows the international sales specialist to become a source of key international business intelligence for his company. This is a distinct advantage many companies need and it broadens the scope of the role the international sales specialist plays.

Many businesses choose their first international sales person carefully. And with good reason. An international sales specialist is a key player in any international business development endeavor.

What about you?

Do you have any specific questions related to international sales professions?
Do you have any other insights to share?
What do you like about international sales jobs?

Please leave your comments below.

Cindy King's International Business Blog » international business intelligence

Methodology For International Market Research

What You Want From Your Research

What You Get From Your Research

The Limits Of Methodology In International Market Research

More On International Market Research:

More In These Get International Clients Business Guides:

The Job Of An International Sales Specialist

Start With International Sales Skills

Cross-Cultural Skills Add Competence

The Full International Business Advantage

More on International Sales Professions:

Get International Clients – Business Guides On Sales