The international sales accelerator : a project management tool for improving sales performance in foreign target markets

Gerybadze, Alexander; Wiesenauer, Simone

The international sales accelerator : a project management tool for improving sales performance in foreign target markets

dc.contributor.author	Gerybadze, Alexander	de
dc.contributor.author	Wiesenauer, Simone	de
dc.date.accessioned	2024-04-08T08:55:49Z
dc.date.available	2024-04-08T08:55:49Z
dc.date.created	2018-05-08
dc.date.issued	2018
dc.description.abstract	There is a current research gap in the marketing and management literature regarding the setup of sales and distribution structures as well as the rollout in foreign target markets in order to establish countrywide presences. Due to this gap, we developed the International Sales Accelerator Model. The data collection and verification of the model took place during a thirdparty funds project with Baden-Württemberg’s business development agency, and environmental agency. The results reveal that the model represents a summary of best practices from different internationalization processes of very large companies. It is a seven-stage project management tool with the objective to improve the sales performance of companies entering foreign target markets.	en
dc.identifier.swb	504244051
dc.identifier.uri	https://hohpublica.uni-hohenheim.de/handle/123456789/6269
dc.identifier.urn	urn:nbn:de:bsz:100-opus-14864
dc.language.iso	eng
dc.relation.ispartofseries	Hohenheim discussion papers in business, economics and social sciences; 2018,10
dc.rights.license	publ-mit-pod	en
dc.rights.license	publ-mit-pod	de
dc.rights.uri	http://opus.uni-hohenheim.de/doku/lic_mit_pod.php
dc.subject	International market selection	en
dc.subject	Sales and distribution development in foreign markets	en
dc.subject	Environmental technology industry	en
dc.subject.ddc	330
dc.subject.gnd	Markt	de
dc.subject.gnd	Vertrieb	de
dc.subject.gnd	Internationalisierung	de
dc.title	The international sales accelerator : a project management tool for improving sales performance in foreign target markets	de
dc.type.dcmi	Text	de
dc.type.dini	WorkingPaper	de
local.access	uneingeschränkter Zugriff	en
local.access	uneingeschränkter Zugriff	de
local.bibliographicCitation.publisherPlace	Universität Hohenheim	de
local.faculty.number	3	de
local.institute.number	570	de
local.opus.number	1486
local.series.issueNumber	2018,10
local.series.title	Hohenheim discussion papers in business, economics and social sciences
local.university	Universität Hohenheim	de
local.university.faculty	Faculty of Business, Economics and Social Sciences	en
local.university.faculty	Fakultät Wirtschafts- und Sozialwissenschaften	de
local.university.institute	Institute for Cultural Sciences	en
local.university.institute	Institut für Marketing & Management	de

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