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Abstract

Exporting has become a popular means for businesses to augment sales and profitability and for countries to improve their gross domestic product and balance of trade. As a complement to export selling, high-level government officials increasingly are providing export promotional assistance to their nations’ industries. Much of what is known about this “high-level government selling, “ however, is based on conventional wisdom and anecdotal evidence. This article reports the results of a study that examined non-U.S. politicians’ export selling efforts. Data were obtained from surveys of foreign embassy diplomats in the United States. Findings offer insights into what government officials are doing to stimulate sales of their countries’ exports.

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Executive Insights: The Super Sales Force—Politicians in the World Market

Abstract

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