WHOIS A

SALESPERSON

?????

COMPANY

DESIGNING SALES FORCE

RECRUITING SALES PERSONNEL

QUALIFICATION

AVAILIBILITY

CO NEEDS

EXPATRIATES

HIGHLY TECHNICAL

EXTENSIVE BACKGROUND

INFO

HIGH COST

VIRTUAL EXPATRIATES

TCN’S

EMOTIONAL STABILITY

KNOWLEDGE OF WORKING COUNTRY

POSITIVE OUTLOOK

LOCAL NATIONALS

TRAINING

WHYMOTIVATION

ISIMPORTANT??

DIFFERENT CULTURE

DIFFERENT SOURCES

DIFFERENT PHILOSOPHIES

JOB SECURITY

PROMOTION

INCREASE IN PAY

SOCIAL RECOGNITION

PERSONAL GROWTH AND DEVELOPMENT

COMPENSATION SYSTEM

DO’S AND DON’TS OF GLOBAL COMPENSATION

DO ALLOW LOCAL MANAGERS TO DECIDE

DO USE CONSISTENT PERFORMANCE MEASURES

DO USE CONSISTENT COMMUNICATION AND TRAINING

DON’T DECIDE THE PLAN CENTRALLY

Don’t assume cultural differences can be managed through incentive

plans

EVALUATION AND CONTROLL

IS STANDARDIZATION AND ADOPTATION

USED FOR MAKING PRODUCTS ONLY???????????

NO…….

IF A PRODUCT SELLS WELL IN DALLAS, IT WILL SELL WELL IN HONG KONG

ITS RISKY……

CHANGING PROFILE OF GLOBAL

MANAGERS

FOREIGN LANGUAGE SKILLS