EXECUTIVE INSIGHTS - THE SUPER SALES FORCE - POLITICIANS IN THE WORLDMARKET

Exporting has become a popular means for businesses to augment sales a nd profitability and for countries to improve their gross domestic pro duct and balance of trade. As a complement to export selling, high-lev el government officials increasingly are providing export promotional assistance to their nations' industries. Much of what is known about t his ''high-level government selling,'' however, is based on convention al wisdom and anecdotal evidence. This article reports the results of a study that examined non-U.S, politicians' export selling efforts. Da ta were obtained from surveys of foreign embassy diplomats in the Unit ed States. Findings offer insights into what government officials are doing to stimulate sales of their countries' exports.