{"id":6326,"date":"2023-03-26T10:44:14","date_gmt":"2023-03-26T08:44:14","guid":{"rendered":"https:\/\/www.hlead-export.com\/ingegneria-delle-vendite-allesportazione\/"},"modified":"2023-08-06T07:51:03","modified_gmt":"2023-08-06T05:51:03","slug":"ingegneria-delle-vendite-allesportazione","status":"publish","type":"page","link":"https:\/\/www.hlead-export.com\/it\/ingegneria-delle-vendite-allesportazione\/","title":{"rendered":"Ingegneria vendita esportazione"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"6326\" class=\"elementor elementor-6326 elementor-5718\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9294451 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9294451\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-db76340\" data-id=\"db76340\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8c5ad80 elementor-widget elementor-widget-heading\" data-id=\"8c5ad80\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Costruire una distribuzione di successo per le esportazioni<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-415c5ed elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"415c5ed\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-3d237f3\" data-id=\"3d237f3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a6ea8e1 elementor-widget elementor-widget-image\" data-id=\"a6ea8e1\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/consulting-erstgespraech.jpg\" class=\"attachment-large size-large wp-image-5745\" alt=\"Export Sales Engineering Foto: Gerd Altmann \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/consulting-erstgespraech.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/consulting-erstgespraech-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/consulting-erstgespraech-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-1913f90\" data-id=\"1913f90\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0ccefac elementor-widget elementor-widget-text-editor\" data-id=\"0ccefac\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3>L&#8217;incontro iniziale<\/h3>\r\nIl primo passo \u00e8 la conoscenza reciproca e la fiducia reciproca. Noi, la societ\u00e0 H-LEAD, presentiamo il nostro concetto e la nostra metodologia di ingegneria delle vendite all&#8217;estero e spieghiamo il flusso del processo per la determinazione e l&#8217;introduzione professionale di un sistema ottimale di vendite all&#8217;estero. Dall&#8217;altro lato, voi, in qualit\u00e0 di clienti, spiegate le vostre idee e aspettative sulla futura commercializzazione dei vostri prodotti sul mercato internazionale. L&#8217;obiettivo \u00e8 quello di ottenere, alla fine della discussione, un&#8217;idea chiara per entrambe le parti dei benefici e dei vantaggi di una futura collaborazione.\r\n\r\n<!-- [if gte mso 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Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"19\" QFormat=\"true\" Name=\"Subtle Emphasis\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"21\" QFormat=\"true\" Name=\"Intense Emphasis\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"31\" QFormat=\"true\" Name=\"Subtle Reference\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"32\" QFormat=\"true\" Name=\"Intense Reference\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"33\" QFormat=\"true\" Name=\"Book 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Name=\"Grid Table 1 Light Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 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Name=\"List Table 4 Accent 1\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 1\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 1\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 1\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 2\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 3\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 4\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 4\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 4\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 4\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 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Table 2 Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 6\"\/>\r\n<w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Mention\"\/>\r\n<w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Smart Hyperlink\"\/>\r\n<w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Hashtag\"\/>\r\n<w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Unresolved Mention\"\/>\r\n<w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Smart Link\"\/>\r\n<\/w:LatentStyles>\r\n<\/xml><![endif]--><!-- [if gte mso 10]>\r\n\r\n<style>\r\n \/* Style Definitions *\/<br \/> table.MsoNormalTable<br \/>\t{mso-style-name:\"Normale Tabelle\";<br \/>\tmso-tstyle-rowband-size:0;<br \/>\tmso-tstyle-colband-size:0;<br \/>\tmso-style-noshow:yes;<br \/>\tmso-style-priority:99;<br \/>\tmso-style-parent:\"\";<br \/>\tmso-padding-alt:0cm 5.4pt 0cm 5.4pt;<br \/>\tmso-para-margin:0cm;<br \/>\tmso-pagination:widow-orphan;<br \/>\tfont-size:10.0pt;<br \/>\tfont-family:\"Times New Roman\",serif;}<br \/><\/style><![endif]-->\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4fc34fd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4fc34fd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-7273dee\" data-id=\"7273dee\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c7bfd97 elementor-widget elementor-widget-text-editor\" data-id=\"c7bfd97\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3>Definire gli obiettivi<\/h3>\n<p>Una volta concordata la cooperazione, \u00e8 importante definire e delineare fin da subito obiettivi chiari e univoci. A quali mercati ci si deve rivolgere e come si deve dare la priorit\u00e0? Tutti i prodotti sono adatti all&#8217;esportazione o \u00e8 pi\u00f9 efficace concentrarsi su un prodotto o un gruppo di prodotti specifici all&#8217;inizio? La definizione dell&#8217;obiettivo viene messa per iscritto e vengono concordati i parametri importanti per l&#8217;obiettivo: mercati, prodotti e tempi.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-d570a81\" data-id=\"d570a81\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a87e2f2 elementor-widget elementor-widget-image\" data-id=\"a87e2f2\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/ziele-definieren.jpg\" class=\"attachment-large size-large wp-image-5770\" alt=\"Ziele definieren. Foto: piro4d \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/ziele-definieren.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/ziele-definieren-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/ziele-definieren-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-141af44 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"141af44\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-008ba12\" data-id=\"008ba12\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-11e26c0 elementor-widget elementor-widget-image\" data-id=\"11e26c0\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/datenanalyse.jpg\" class=\"attachment-large size-large wp-image-5778\" alt=\"Basisanalyse, Foto: Tung Nguyen \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/datenanalyse.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/datenanalyse-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/datenanalyse-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-f5431bc\" data-id=\"f5431bc\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d99a207 elementor-widget elementor-widget-text-editor\" data-id=\"d99a207\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3>L&#8217;analisi di base<\/h3>\n<p>In questa fase vengono raccolti e valutati tutti i dati e le informazioni rilevanti. Ci\u00f2 include l&#8217;organizzazione e la struttura dell&#8217;azienda con il suo assetto e i suoi processi. Quali sono i prodotti e le relative caratteristiche. A seconda del tipo di prodotto, il servizio pu\u00f2 essere un aspetto essenziale, che pu\u00f2 rappresentare un fattore chiave di successo. Quali sono le quantit\u00e0 prodotte e quali incrementi si possono ottenere con quale sforzo aggiuntivo. Ma soprattutto, come \u00e8 strutturata finora la distribuzione e quali mercati e prodotti sono coperti.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7f7e65b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7f7e65b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-58eb991\" data-id=\"58eb991\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8442194 elementor-widget elementor-widget-text-editor\" data-id=\"8442194\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>Analisi del mercato e del potenziale<\/strong><\/h3>\n<p>Su questa base, vengono valutati il mercato o i mercati potenziali di esportazione in base alle informazioni sull&#8217;azienda e sul prodotto. Quale potenziale offre il rispettivo mercato per la gamma di prodotti esistente. Tutti i prodotti sono adatti? Quanto \u00e8 ampia la base installata di prodotti analoghi e qual \u00e8 il grado di saturazione del mercato. Quanto \u00e8 grande il mercato potenziale e il volume delle vendite. Quali sono i concorrenti e come sono posizionati? Quali quote di mercato detengono. Esistono barriere all&#8217;ingresso, come ad esempio le tariffe d&#8217;importazione? Spesso esiste un raggruppamento geografico per un particolare settore a causa di caratteristiche specifiche, che \u00e8 rilevante per la scelta della sede di una nuova filiale. Esistono requisiti specifici del Paese per i prodotti che rendono necessario un adattamento.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-b09db2d\" data-id=\"b09db2d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-109f9a4 elementor-widget elementor-widget-image\" data-id=\"109f9a4\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/marktanalyse.jpg\" class=\"attachment-large size-large wp-image-5785\" alt=\"Marktanalyse. Foto: Gerd Altmann \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/marktanalyse.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/marktanalyse-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/marktanalyse-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-920a7eb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"920a7eb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-31d9766\" data-id=\"31d9766\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-254cf70 elementor-widget elementor-widget-image\" data-id=\"254cf70\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/vertriebsstrategie.jpg\" class=\"attachment-large size-large wp-image-5792\" alt=\"Vertriebsstrategie. Foto: ar130405 \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/vertriebsstrategie.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/vertriebsstrategie-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/vertriebsstrategie-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-26e8046\" data-id=\"26e8046\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e67bbfc elementor-widget elementor-widget-text-editor\" data-id=\"e67bbfc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3>Lo sviluppo della strategia di vendita<\/h3>\n<p>Dalla combinazione della struttura aziendale e delle caratteristiche del prodotto, da un lato, e della situazione di mercato analizzata, dall&#8217;altro, viene sviluppata la strategia di vendita ottimale. In primo luogo, si verifica l&#8217;idoneit\u00e0 del programma di prodotto per il mercato di destinazione e lo si adegua. Su questa base, si deve determinare la forma organizzativa ideale per l&#8217;organizzazione di vendita ed eventualmente di assistenza. Dovrebbe essere una filiale propria o \u00e8 pi\u00f9 adatta una cooperazione con un partner commerciale. Queste opzioni vengono esaminate e analizzate metodicamente per fornire una base ottimale per la scelta finale. Viene sviluppata una strategia per l&#8217;introduzione e lo sviluppo delle attivit\u00e0 di vendita con un corrispondente calendario, che include gli aspetti del reclutamento di personale qualificato, la disponibilit\u00e0 dell&#8217;infrastruttura e i possibili adattamenti del prodotto in un concetto globale.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1152807 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1152807\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-c40ce4c\" data-id=\"c40ce4c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8a0becb elementor-widget elementor-widget-text-editor\" data-id=\"8a0becb\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>Presentazione della proposta e processo decisionale<\/strong><\/h3>\n<p>Il concetto generale della strategia di vendita per le vendite all&#8217;esportazione da stabilire viene presentato e discusso e concordato congiuntamente, in modo da poter iniziare l&#8217;attuazione del concetto di vendita.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-5bd7102\" data-id=\"5bd7102\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a7f870e elementor-widget elementor-widget-image\" data-id=\"a7f870e\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/praesentation.jpg\" class=\"attachment-large size-large wp-image-5799\" alt=\"Vertriebsstrategie. Foto: Gerd Altmann \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/praesentation.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/praesentation-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/praesentation-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39869b5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39869b5\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-030d733\" data-id=\"030d733\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2de1fc2 elementor-widget elementor-widget-image\" data-id=\"2de1fc2\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/umsetzung.jpg\" class=\"attachment-large size-large wp-image-5806\" alt=\"Umsetzung. Foto: Gerd Altmann \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/umsetzung.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/umsetzung-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/umsetzung-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-3e0d2f4\" data-id=\"3e0d2f4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c4a532c elementor-widget elementor-widget-text-editor\" data-id=\"c4a532c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3>Attuazione e introduzione delle vendite all&#8217;estero<\/h3>\n<p>In base alla strategia di vendita approvata, vengono effetuate le misure corrispondenti per la realizzazione delle vendite all&#8217;estero. A seconda del canale di vendita previsto, viene avviata la ricerca di un partner adatto o di una sede appropriata. Viene avviata una ricerca e una selezione accurata e tempestiva di personale qualificato per le vendite ed eventualmente per l&#8217;assistenza. La selezione finale avviene secondo una procedura di selezione collaudata che verifica sistematicamente i requisiti pertinenti. Una volta che tutte le misure sono state completate e la nuova organizzazione di vendita \u00e8 pronta per essere operativa, il personale viene formato in dettaglio e qualificato per la vendita.<br \/>\n.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b2bf184 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b2bf184\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-86ebbed\" data-id=\"86ebbed\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-957c134 elementor-widget elementor-widget-text-editor\" data-id=\"957c134\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h3><strong>Il coaching<\/strong><\/h3>\n<p>Anche dopo che la nuova organizzazione di vendita ha iniziato le attivit\u00e0 di vendita, continua a essere allenata per un certo periodo di tempo. Questa misura si \u00e8 rivelata particolarmente efficace, in quanto l&#8217;esperienza ha dimostrato che si verifica l&#8217;uno o l&#8217;altro effetto di avviamento. I nuovi colleghi vengono sostenuti in tutte le domande e le attivit\u00e0. Ci\u00f2 pu\u00f2 assumere la forma di visite congiunte ai clienti, di supporto online o di assistenza agli eventi per i clienti o alle fiere commerciali. A intervalli regolari si tengono riunioni di verifica per individuare tempestivamente eventuali esigenze di ottimizzazione e per consolidare la comunicazione tra la sede centrale e l&#8217;organizzazione di vendita. In genere, questo supporto viene mantenuto fino al raggiungimento dei primi successi di vendita.<\/p>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-ba03015\" data-id=\"ba03015\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8a488f4 elementor-widget elementor-widget-image\" data-id=\"8a488f4\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"533\" src=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/coaching.jpg\" class=\"attachment-large size-large wp-image-5813\" alt=\"Coaching. Foto: Gerd Altmann \/ pixabay.com\" srcset=\"https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/coaching.jpg 800w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/coaching-300x200.jpg 300w, https:\/\/www.hlead-export.com\/wp-content\/uploads\/2023\/03\/coaching-768x512.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Costruire una distribuzione di successo per le esportazioni L&#8217;incontro iniziale Il primo passo \u00e8 la conoscenza reciproca e la fiducia reciproca. Noi, la societ\u00e0 H-LEAD, presentiamo il nostro concetto e la nostra metodologia di ingegneria delle vendite all&#8217;estero e spieghiamo il flusso del processo per la determinazione e l&#8217;introduzione professionale di un sistema ottimale di&hellip;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"footnotes":""},"class_list":["post-6326","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/pages\/6326","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/comments?post=6326"}],"version-history":[{"count":5,"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/pages\/6326\/revisions"}],"predecessor-version":[{"id":6346,"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/pages\/6326\/revisions\/6346"}],"wp:attachment":[{"href":"https:\/\/www.hlead-export.com\/it\/wp-json\/wp\/v2\/media?parent=6326"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}