Mercè Roca published 'Sales managers: international commercialisation challenges' in the Harvard Deusto Journal

Recently Mercè Roca, academic director of the Master of Science in International Business (offered jointly between the UPF Barcelona School of Management and ESCI) published the article “Sales managers: international commercialisation challenges” in the Harvard Deusto Marketing y Ventas Journal.

This article elaborates on the growing number of companies which are including the international markets in their sales plans, on account of the non encouraging macroeconomics situation currently faced in Spain. Sales managers are being pressured to expand their geographic market areas in order to compensate the national sales loss. In most instances, companies easily identify exportation opportunities. Nevertheless, it is complicated to define the suitable strategy to tackle them. In many cases the sales manager plays a key role to achieve this challenge.

Get to know her opinion on the sales managers challenges in the current country’s situation, by consulting her article here*.

*Note: the article was published in Spanish.