In 1989 the U S Postal Service identified International Mail and package Services distribution as a high growth market segment, based on US business globalization trends. To target this opportunity the USPS developed a corporate WORLDPOST Strategic Business Plan to develop this market segment. The plan included operations, marketing and sales organized as a business group. The business plan called for a dedicated field sales force, vertically reporting to the HQ business group. This paper discusses the International Account Representative organization, its training and development, interrelationship with the existing USPS sales organization, objectives and performance, and an assessment of its value to the U S Postal Service. The paper was presented at the Universal Postal Union Marketing Symposium in Berne Switzerland, October 1992.
