GLOBAL SALES

A veteran of international sales offers insights for others in the field.

In this business book, Selch draws on decades of work with governments and corporations around the world to explain the fundamentals of a strong international sales organization. The volume covers basics like the value of developing an international sales channel, the key personnel involved in selling globally, the mechanics of establishing a relationship with a local distributor, how shipping and payment are managed across borders, and the ways in which modifying a product for a particular market can help and hamper sales. The book addresses both building a sales organization from scratch and managing an existing network of regional managers, distributors, and salespeople. The author also devotes a chapter to best practices for trade shows, addressing everything from how he prefers to organize his booth to the types of conversations he aims to have with each visitor. The work does an excellent job of explaining the elements of sales, and readers without a background in the field will be able to follow the discussions of strategy, market share, and training programs. Selch, who introduces himself as “a bit of an a-hole,” does not pull his punches (“In my opinion, the vast majority of people in the US who are building international sales organizations have no idea what they’re doing, so the organizations that they build are almost by definition faulty and weak”). While the aggressive tone of his prose may not appeal to all readers, some will find his unabashed confidence motivational. The author is undoubtedly knowledgeable about selling products in a global context, and the many stories he shares from his career illustrate the book’s concepts and establish his credentials as an expert. Readers looking to expand their careers or their companies’ sales in overseas markets will find many concrete lessons and thought-provoking suggestions throughout the text.

An informed and enthusiastic guide to managing sales internationally.