Going Abroad 2014. Waldemar A. Pfoertsch

- When products are highly technical and the demand is for good knowledge of the company and products, an expatriate sales force is the best choice. The chief disadvantage of expatriates is the huge cost of relocation. If the location is not attractive, finding personnel willing to go abroad will be a challenge, no matter how good the financial package.

      Foreign nationals - They do not have any issues with cultural and legal barriers and their salaries and expenses are considerably less than for expatriates. The disadvantage is not only that they are “outsiders”, they may also be more loyal to their own interest.

      Internationals - They come from a pool of people whose experience is international and bring with them an open mind and ability to be flexible. Skills and motivations must match the needs of the company, and they are still confronted by cultural barriers.