Sales Management: A Global Perspective
by Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)
- New
- Hardcover
- Condition
- New
- ISBN 10
- 0415300436
- ISBN 13
- 9780415300438
- Seller
-
Exeter, Devon, United Kingdom
Payment Methods Accepted
About This Item
Synopsis
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
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Details
- Bookseller
- Revaluation Books (GB)
- Bookseller's Inventory #
- __0415300436
- Title
- Sales Management: A Global Perspective
- Author
- Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)
- Format/Binding
- Hardcover
- Book Condition
- New
- Quantity Available
- 1
- ISBN 10
- 0415300436
- ISBN 13
- 9780415300438
- Publisher
- Routledge
- Date Published
- 2003
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Revaluation Books
About the Seller
Revaluation Books
About Revaluation Books
Glossary
Some terminology that may be used in this description includes:
- New
- A new book is a book previously not circulated to a buyer. Although a new book is typically free of any faults or defects, "new"...