International Sales Interview Observation considerations
 

1. basic information on the firm
• product/services
2. name and title of the person whom you spoke with
• what is their personal background in international sales
• do they have specific sales training
• do they speak two or more languages relevant to their export market
• do they have any language or cultural training
• what are the personality traits they feel are necessary to be successful in international sales
3. what markets do they export to
• are customers companies, government agencies, associations, non-profit organizations
• how do they do research on the markets
• do they develop prospecting lists for new customers
• what tech resources do they use to get prospect information
• do they use any special technology in their selling activities
• eg. special presentation on notebook computers
• eg. special interactive web pages
• do they have future export plans to any countries they are not presently doing business with
4. what problems have they encountered in exporting
• language /translation problems
• cultural/social/religious challenges
• problems with cultural differences in overseas subsidiaries (if they have them)
• and problems with different business customs
5. Is exporting better or worse than selling to North American customers
• more stress
• more profit, less profit
6. do they have competition from other Canadian/American exporters targeting the same market
7. what are your general impressions of the company
• strengths
• weaknesses
• opportunities
• threats