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Exploring export sales management practices in small- and
medium-sized firms
1. Introduction
As a result of increasing globalization, international
commercial opportunities have become vital routes to corporate
growth and development , with an increasing
number of firms entering the global arena . A frequently
employed mode of internationalization and one of the most
common approaches adopted by small- and medium-sized
firms in their endeavor to enter foreign markets is exporting
. This can be ascribed to the fact that this particular
foreign market entry and expansion vehicle is regarded as a
less resource-laden and, thus, less risky strategy in comparison
with other alternatives of international engagement
such as joint ventures or channel integration .
An examination of the international marketing literature
reveals a plethora of conceptual and empirical studies that
focus on firms’ export behavior

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