Description: Sales Management : A Global Perspective, Paperback by Honeycutt, Earl D.; Ford, John B.; Simintiras, Antonis C., ISBN 0415300444, ISBN-13 9780415300445, Brand New, Free shipping in the US As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing 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 th are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.
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Book Title: Sales Management : A Global Perspective
Number of Pages: 336 Pages
Language: English
Publication Name: Sales Management : a Global Perspective
Publisher: Routledge
Publication Year: 2003
Item Height: 0.6 in
Subject: Sales & Selling / Management, General, Management, Sales & Selling / General
Type: Textbook
Item Weight: 21.9 Oz
Item Length: 9.7 in
Subject Area: Business & Economics
Author: Earl Honeycutt, Antonis Simintiras, John B. Ford
Item Width: 6.9 in
Format: Uk-B Format Paperback
