International Sales Practice Exam
International Sales
Selling products or services internationally is known as International Sales. An international sales contract is an agreement between a purchaser and a dealer that distinguishes the gatherings in the exchange, the labor and products being sold, the agreements of the deal, and the cost to be paid.
Skills Required
• Strong judgment
• Decision-making skills.
• Excellent communication skills
• Must know multiple languages.
• The ability to understand successfully across Places and cultures.
• Negotiation and persuasion skills.
• Critical thinking and creative problem-solving skills.
Career Opportunities
• International Marketing Services, Assistant Manager
• Customer Service Representative (Bilingual)
• Sales Representative (Bilingual)
• Business Engagement Director
• Cocoa Trader Trainee
• European Markets Team Lead
• Foreign Trade Zone Administrator
• Global Account Manager
• Marketing and Communications, International Manager
• International Market Coordinator
• International Sales Director
• International Trade Specialist
• Global Sales and Marketing Operations, Manager
• Marketing Manager Asia
• Marketing Director
• International Content Sales, Sales Manager
• International Trade Assistant
• Customs and Trade Manager
• Trade Compliance Analyst
• Trade Compliance Leader
• Direct Marketing Assistant
Table of Content
Introduction to International Marketing
• Marketing: A Universal Discipline
• Principles of Marketing
• Management Orientations
• Benefits of International Marketing
• Forces Affecting Global Integration and Marketing
The World Economy
• The World Economy-An Overview
• Economic Systems
• Stages of Market Development
• Income and Purchasing Power Parity
• Degrees of Economic Cooperation
• The World Trade Organization and GATT
International Trade Theory
• Nation Trades With Nation
• International Trade Theory
• Commercial Policy
• International Financial System
International Political Environment
• The Political Environment
• Political Risks
• Indicators of Political Instability
• Measures to Minimize Political Risk
Legal Environment
• Legal Systems
• Common Versus Code Law
• Branch Versus Subsidiary
• Business Ethics and Bribery
Social & Cultural Environment
• Basic Aspects of Society and Culture
• Analytical Approaches to Cultural Factors
• Influence of Culture on Thinking Processes
• Influence of Culture on Communication
• Culture Values
• Business Customs
• Methods of Doing Business
International Marketing Research
• Marketing Information Requirement
• Sources of Market Information
• Formal Marketing Research
• What Information Is Needed?
• Marketing Information System
• Problems in International Marketing Research
• Other Research Techniques
Segmentation, Targeting and Positioning
• Global Market Segmentation
• Global Targeting
• Global Product Positioning
Market Entry and Expansion Strategies
• Decision Criteria for International Business
• Creating a Product Market Profile
• Decision Model
• Planning for Global Markets
• Entry Alternatives
• Market Expansion Strategies
• Cooperative Strategies
Competitive Analysis and Strategic Positioning
• Competition Analysis
• Global and National Competitive Advantage
• Other Forces Acting on the Diamond
• Competitive Advantage and Strategic Models
• Strategies for Creating Competitive Advantage
• Strategic Position
• Competitive Risk Containment
International Product Strategy
• Products Basics and Categories
• Product Positioning
• Product Design Considerations
• International Product Life Cycle
• Product Standardization versus Product Adaptation
• World Product
International Branding and Packaging
• Introduction
• Branding Levels and Alternatives
• Brand Consolidation
• Private Brand versus Manufacturer’s Brand
• Single Brand versus Multiple Brands
• Brand Origin and Selection
• Brand Protection
• International Packaging
• Mandatory Package Modification
Marketing Industrial Products
• The Volatility of Industrial Demand
• ISO 9000 Certification: An International Standard of Quality
• Promoting Industrial Products
International Marketing of Services
• Introduction
• Services: How are They Different From Products?
• Government Intervention in the Trade in Services
• Marketing Services Globally
• Services Opportunities in Global Markets
• Entering Global Markets
• Market Environment for Business Services
Basic Pricing Concepts
• Basic Pricing Concepts
• Environmental Influences on Pricing Decisions
• Framework for International Pricing Strategy
Dumping and Countertrade
• Types of Dumping
• Inefficiency in Transactions Costs
Transfer Pricing and Other Pricing Approaches
• Transfer Pricing
• Global Pricing Three Policy Alternatives
• Price Quotations
Global Advertising
• Selecting an Advertising Agency
• Advertising Appeals and Product Characteristics
• Creating Advertising
• Global Media Considerations
• Media Vehicles and Expenditures
Advertising School of Thoughts
• Standardized International Advertising
Global Promotion
• Public Relations and Publicity
• The Growing Role of Public Relations in Global Marketing Communications
• How Public Relations Practices Differ Around The World
• Personal Selling
• Sales Promotion
• Direct Marketing
• Trade Shows and Exhibitions
• Sponsorship Promotion
Channels of Distribution
• Introduction
• Direct and Indirect Selling Channels
• Types of Intermediaries
• Types of Intermediaries: Indirect Channel
Channel Development & Adaptation
• Channel Development
• Channel Adaptation
• Channel Decision
• Determinants of Channel Types
A Guide for Developing a Marketing Plan
Physical Distribution & Documentation
• Modes of Transportation
• Packing
• Container
• Freight Forwarder and Custom House Broker
• Documentation
• Shipping Documents
• Collection Documents
Global E-Marketing
• Concepts and Definitions
• Introduction
• Communications
• Targeting The Individual Customer: Beyond Segmentation
• Relationship Marketing
• Interactivity
• Speed to Market
• Living In an Age of Technological Discontinuities
• New Technologies Change the Rules of Competition
• Components of the Electronic Value Chain
Sources of Financing and International Money
• Non-financial Institutions
• Equity Financing
• Financial Institutions
• Government Agencies
• International Financial Institutions / Development Banks
• International Monetary Fund (IMF)
Negotiating with International Customers, Partners and Regulators
• The Pervasive Impact of Culture on Negotiation Behavior
• Differences in Thinking and Decision- Making Processes
Leading, Organizing, and Monitoring the Global Marketing Effort
• Leadership
• Patterns of International Organizational Development
• International Division Structure
• Geographic Structure
• Implications for Changing Organizational Structure
• Global Marketing Management Audit
• The Global Marketing Audit
• Setting Objectives and Scope of the Audit
• Components of the Marketing Audit
The Future of Global Marketing
• Six Major Changes
• World Growth
• The World Economy Dominates
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