Una impresa che si limiti ad esportare in maniera saltuaria ed attendendo che le richieste le arrivino attraverso intermediari può in effetti considerare il mercato estero come un mercato interno alla stregua di quello EU, or even as a client in addition, of course, equipping and logistical and customs to third markets.
A company instead plans to pursue a policy of international expansion has to move elsewhere.
After verifying that there are opportunities to sell in one or more foreign markets, the company must ask if it has the human, financial and techniques to achieve its goals, given the internationalization of the support tools provided by the MAP and the Simest SpA
company that actually wants to play a long-term strategy in foreign markets must first give it a priority in total goals.
This means that in 'activities must be involved in all aspects of the company from production staff, from administration to research and development, and not just marketing. In fact, to act effectively and effectively in foreign markets, it is necessary in the formulation of marketing strategies to be fully involved in its management.
The decision to initiate a policy of penetration in foreign markets always entails a quantum leap in business strategy.
To fulfill a policy of penetration in foreign markets, the company management must be concerned to spread to all levels of the organization some basics.
1. The first principle is that international markets have to be able to deliver what is demanded by the market, and therefore knowledge of the market is a matter of primary importance. This principle is of course already been deployed in market-oriented businesses and companies who have experience in foreign markets, especially since consumers must also guarantee the durability, the deferred payment, technical assistance, spare parts.
2. The second principle that the company management must first possess and then spread among all its employees is to be aggressive. Working abroad means to cope with fierce competition and prepared, then you can not afford to be indecisive and slow. Therefore, the organizational structure should be aggressive, be aggressive but most people working abroad on behalf of the company, knowing that once the proposed rule should not be removed, because the charge is accepted once the face of the principal.
3. The third principle is not in a hurry. It is the most difficult principle to follow, since in general the management of an enterprise needs to achieve the objectives in a short time. This is not possible in international marketing: to conquer a foreign market takes time and so you need persistence, patience and continuity. Sometimes you have to accept small trial orders before we can say that it has acquired a single client on a foreign market and above all be taken into account that exports often take place in committee and on deposit account, also to do with price (eg in the case of fresh food), connected in the case of capital goods and durables, sales of the user that the proceeds may also pay the amount due.
To sell abroad should also try to operate with professionalism and integrity and abide by their commitments under all circumstances.
