Hello,

I was wondering if I can get some guidance on how to choose which sales operation to employ based on the information below:

There are multiple cultural contexts in which U.S. management thinking is different from a variety of other countries. The United States has a large diversity of cultural behaviors, while many other countries are relatively homogenous in how they conduct business within their country.

Some variations in how to develop a global sales force include:

• Direct hire of foreign personnel for each country
• Utilize expatriate sales personnel
• Contract local sales organizations

Foreachof the following scenarios which of the above sales operations would you employ and why?

1. Pharmaceutical sales in Columbia
2. Solar panel sales in Australia
3. Wine sales in Indonesia

• Present your reasoning for choosing a specific global sales operation for each situation.