- Choose Your BRICS Country:
Select one of the BRICS countries (Brazil, Russia, India, China, or South
Africa) to represent. Tailor your strategy to the unique political, economic,
and diplomatic context of that country while incorporating negotiation
principles from SELL.
- Read Relevant Chapters of SELL, 7th Edition:
1
Before beginning your assignment, read Relevant Chapters of SELL (7th
edition). These chapters cover foundational topics such as:
- Understanding the Role of Sales and Selling – the importance of
building relationships, understanding customer needs, and offering
solutions.
- The Professional Selling Process – key stages in the selling process,
including prospecting, planning, and negotiating.
- Developing a Sales Strategy – focusing on understanding the
customer’s perspective, segmenting the market, and building a strategy that
addresses customer pain points.
- Communicating Value – how to effectively communicate the value
proposition to customers, a concept that can also be applied to countries
negotiating trade agreements.
- Analyze the Situation:
Your trade strategy should be developed in response to the incoming U.S.
administration's threat to impose tariffs on goods from BRICS countries.
Consider the following factors:
- Political context: The leadership and political climate of the U.S.
administration, as well as the political context within your BRICS country.