Performance enhancement in international markets: Why market intelligence and sales strategy are critical

Abstract

Purpose

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies 10.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Findings

Obtaining key intelligence about targeted foreign markets and subsequently disseminating this information across different functions permits an organization to create an effective export sales strategy (ESS) and boost export performance as a result. And by using the acquired knowledge to address the three dimensions of ESS, effectiveness of strategic decision-making can be increased.

Originality/value

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Citation

(2020), "Performance enhancement in international markets: Why market intelligence and sales strategy are critical", Strategic Direction, Vol. 36 No. 1, pp. 30-32. https://doi.org/10.1108/SD-10-2019-0200