Multinational Sales FAQ

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Last Modified 8/20/2003 11:46:08 AM
Posted 8/16/2003 3:37:00 PM

Use this page to find the answers for the most frequently asked questions regarding the multinational sales.

• What is a multinational company?
  
  A multinational company is an organization that has operations or users in more than one country.

• What qualifies as a multinational opportunity?
  
  A multinational opportunity is an opportunity that involves one or more potential sites or users outside the country in which you are located, or where there is a decision maker outside the country in which you are doing business .

• What do I do if I have a prospect?
  
  First, qualify your prospect and establish the solution criteria they require including subsidiary site information. It's very important that you establish how they heard of Microsoft Business Solutions, making sure that they are not dealing with another partner elsewhere in the world. Then complete the multinational addendum and lead registration form (both available on this site) to log the qualified prospect.

• How do I qualify and register leads? Who do I contact?
  
  Follow these steps :
  1. Qualify the customer.
  2. Complete the online multinational lead registration form.
  3. We will review your submission and compare it to the other multinational leads registered to determine if it is a new registration or a duplicate. If it is new, the lead will be registered and assigned to you . If it is a duplicate, you will be contacted .
  
  If you and your channel sales manager are unsure of how to proceed, contact Multinational Sales Team. They will help you design a sales strategy.

· If I'm working with a multinational company that currently requires only a single site, should I take any further action?

It is quite common for a multinational customer to initially purchase only a single site and decide to purchase additional sites over time. It is beneficial for the prospect to understand our global strategy, and that they can have a strong long-term relationship across all of their sites. If you require the assistance of Microsoft Business Solutions assistance, please contact Multinational Sales Team.

· What is the Multinational Sales Program?

The Multinational Sales Program is a program designed to support the virtual organization in finding and winning multinational sales opportunities while providing an equitable framework to compensate effort and avoid conflict.

· How will the Multinational Sales Program help me achieve my sales targets?

The Multinational Sales Program will increase prospects by uncovering opportunities we often overlook today and making sure that Microsoft Business Solutions is considered a credible vendor by Multinational companies . Methods of discovery will include polling the existing customer database and focusing on opportunities previously not known or not realized. We will also create revenue through efficient sharing of opportunities with your colleagues worldwide.

· Why do we need to formalize global cooperation?

If more than one partner is involved in a multinational opportunity, then conflict is highly likely and has occurred frequently to date. Conflicts give a bad impression to the customer, who in turn will choose the vendor providing a seamless sales solution worldwide.

· What happens if I do not sign the Multinational Partner Agreement Addendum?

If you don't sign the Multinational Partner Agreement Addendum, you cannot legally sell outside your territory (in most cases, your country); however, you can participate in the Multinational Qualified Lead Program option.

· Why are multinational customers so important?

The majority of Fortune 1000 companies and a high proportion of midrange clients are multinational. Access to this market will increase the $ value and # sites per customer significantly.