Description:
Routledge, 2003. Hardcover. Good. Former library book. Slight signs of wear on the cover. Different cover. Edition 2003. Ammareal gives back up to 15% of this book's net price to charity organizations.
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Sales Management: A Global Perspective Hardcover - 2003
by John B. Ford; Earl Honeycutt; Antonis Simintiras
Summary
As sales managers are encouraged to manage increasingly global territories, the art of selling is more complicated than ever and the rules of negotiation more diverse. This book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: · Cross-cultural negotiations· Hiring, training, motivating and evaluating the international sales force· Customer Relationship Management (CRM)· Sales territory design and management.Included in the book are 10 case studies, featuring companies from the US, Europe, New Zealand and Asia, all designed to give both sales students, salespeople and their managers an explanation of what diverse cultures entails, and the dilemmas, situations and opportunities that arise when selling across borders. The authors have international experience of both the theory and practice of selling, and have brought together the most up-to-date information to guide salespeople through the global marketplace. Sales Management: A Global Perspective differentiates itself from existing sales books, in that it clearly addresses the global marketplace, a subject neglected by most other texts. While still tackling sales from a managerial perspective, the cross-cultural approach of this volume makes this essential reading for sales management students, and sales managers seeking to succeed in global sales
Details
- Title Sales Management: A Global Perspective
- Author John B. Ford; Earl Honeycutt; Antonis Simintiras
- Binding Hardcover
- Pages 332
- Volumes 1
- Language ENG
- Publisher Routledge
- Date May 23, 2003
- Illustrated Yes
- ISBN 9780415300438 / 0415300436
- Weight 1.72 lbs (0.78 kg)
- Dimensions 9.69 x 6.88 x 0.81 in (24.61 x 17.48 x 2.06 cm)
- Reading level 1400
- Dewey Decimal Code 658.81
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Stock Photo: Cover May Be Different
Sales Management: A Global Perspective
by John B Ford, Earl Honeycutt et Antonis Simintiras
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- ISBN 10 / ISBN 13
- 9780415300438 / 0415300436
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Sales Management: A Global Perspective
by John B. Ford
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- Hardcover
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- New
- Binding
- Hardcover
- ISBN 10 / ISBN 13
- 9780415300438 / 0415300436
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Southport, Merseyside, United Kingdom
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Description:
Hardback. New. Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
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€124.87
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Stock Photo: Cover May Be Different
Sales Management: A Global Perspective
by Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)
- New
- Hardcover
- Condition
- New
- Binding
- Hardcover
- ISBN 10 / ISBN 13
- 9780415300438 / 0415300436
- Quantity Available
- 1
- Seller
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Exeter, Devon, United Kingdom
- Item Price
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€148.83€11.98 shipping to USA
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Description:
Routledge, 2003. Hardcover. New. 1st edition. 424 pages. 9.75x7.00x0.75 inches.
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€148.83
€11.98
shipping to USA