research paper. For this assignment, you will analyze one international company of your choice. You will: 1. Discuss the five major kinds of drivers of globalization as it applies for your chosen...

1)There are five major kinds of drivers that are leading international firms to the globalization of their
operations.
 Political.
 Technological.
 Market.
 Cost.
 Competitive
2) There are no shortage of uses for market and sales potential estimates. Among the most popular:
 Deciding whether to enter a new market.
 Determining markets with the greatest potential for the sales force.
 Determining the number of salesmen, reps, or distributors needed to adequately cover an area.
 Identifying boundaries for sales territories.
 Establishing quotas for the sales force.
 Checking the effectiveness of the sales force.
 Deciding whether to invest in a new product.
 Use in a business or turnaround plan.
 Determining share of market.
 Use in a growth plan.
There are many methods to estimate market and sales potential that are complex, expensive, and take a
lot of time. They also happen to be unnecessary. What follows are five simple methods that can be
effectively employed by any company.
Before we get to those, however, some simple definitions:
Market potential. The total potential sales of a product within a given period of time and for a given
geographic area. This is an optimum figure representing the total sales of all prospects that could use
the product. Market potential is a macro number and is only used as a benchmark. It is always higher
than sales potential.
Sales potential. This is the share of market potential allocated to a specific geographic area for a
particular product, or the share of the total market potential that a manufacturer can reasonably expect
to sell. The overall figure is always optimistic and must be pruned down by other factors.
Sales quota. Often, this is the percentage of sales potential assigned to a particular rep or territory.
Sales projection. Using historical sales to project future sales.
With those definitions addressed, onto the methods:
1. Market potential by number of prospects. Generally, this is determining a macro market size by the
total number of prospects. This step requires accessing a database such as the Dun & Bradstreet's Zap
Data to find out how many prospects are in a specific SIC or NAICS code market segment.
Say, for instance, the entire food industry has 44,988 plants. But the market segment for natural and
processed cheese shows a total of 332 plants in the U.S., of all sizes of businesses. This is an optimum
figure that tells you and your client all of the possible prospects that might be able to use the product
(without any qualification).
2. Simple sales potential. Sales potential are the prospects as a share of the market potential that might
be able to buy your products. The more you can qualify this number, the more accurate the sales
potential figure.
Let's say your product is a specific type of machinery for cheese plants, and you've identified a total of
801 cheese plants. This number can be narrowed down by the size of the prospect company and a more
specific type of cheese product.
3. Simple sales potential using lead to quote ratios. Manufacturers of industrial products that do
quotation analysis and keep track of their leads, quotes, and orders in a database can use lead to order
ratios to make even more accurate estimates of sales potential.
Going back to cheese: Let's say the total number of plants making processed and natural cheese is 332
plants, but the number of cheese plants with more than 50 employees is 210 plants. Our lead to quote
analysis from the database records show approximately five percent of the companies who inquired will
ask for a quote, if you contact every one of them by phone and qualify the buyers. For this example, that
means 10-11 plants. If the company closure rate on quotes is 65 percent, then about 7 of the 11 plants
could be actual purchasers.
4. Sales potential using plant purchases. This type of sales potential estimate works best for industrial
products that wear out and must...