Analytics, Baltic Export, Estonia, Markets and Companies

International Internet Magazine. Baltic States news & analytics Friday, 29.03.2024, 14:24

Marje Josing: Estonia’s exports stalled due to poor sales skills

Juhan Tere, BC, Tallinn, 25.10.2010.Print version
Estonian companies lack sales work skills to develop exports while they don’t pay that much attention to the problem, LETA/National Broadcasting cites a fresh poll by the Chamber of Commerce and Industry and Estonian Market Research Institute (EMRI).

Marje Josing.

EMRI director Marje Josing said that the biggest obstacle for developing exports is skills and knowledge about sales work. “This is the biggest and most important obstacle,” she said.

 

At the same time the poll indicated that companies have not paid a lot of attention to improving their sale skills. “More attention has been paid to how to improve production and invest in equipment, but less has been worked on how to improve the sales work of entrepreneurs,” she said.

 

According to the poll, companies think that their competitive advantages are high-quality production, good price, flexibility and fast reaction to market changes.

 

“This is all very positive but when we look at the world, there are millions of companies that prioduce high quality and are flexible. But they compete with each other and a hundred of a million can sell their product,” she said.

 

She estimated that important competitive advantages are existence of contact network abroad, knowing foreign clients and market and skills of selling products and making ad campaigns.






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