This study seeks to understand the role and influence of experiential knowledge in the operation of international sales activities and practices within SMEs. Focusing on the individual as the unit of analysis, our qualitative case study data collection and analysis draws from 23 in-depth face-to-face interviews conducted within six Irish SMEs. Findings deliver novel insights into how the source of experiential internationalisation knowledge informs, shapes, and influences international sales practices within case firms. While explicating the crucial role of the individual within the small firm, we broaden this perspective to integrate the psychological construct of confidence and explore its role as an enabling condition of individual agency. Our findings illustrate how the dimensions of experiential knowledge and confidence interact to frame the level of resource commitments to international sales activities. This study contributes to small firm internationalisation research and theorising by exploring the role of experiential knowledge; within the novel context of the internal organisation of the firm specifically its international sales activities; at the micro level with the individual as the unit of analysis; and by integrating confidence as an explanatory dimension of individual agency and associated firm behaviour.
