1st Edition

Mastering Global Business Development and Sales Management




ISBN 9781482226232
Published August 3, 2020 by CRC Press
362 Pages 1238 B/W Illustrations

USD $89.95

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Book Description

Mastering Global Business Development and Sales Management focuses on the importance of companies and executives recognizing that their organization is sales driven, and that there is a definite pronounced connection between sales and all other aspects of how a company operates. It details the sales manager's role in developing sales personnel, delivering new business to the organization, and otherwise becoming a driving force for the overall prosperity of the company. This book differentiates itself by providing the essence of international sales management.

  • Shows how to develop a marketing and sales strategy for globalization
  • Details regional versus country-specific profiles
  • Explains what all sales personnel need to know about export trade compliance, logistics, and supply chain operations
  • Provides sales and negotiation skill sets

Table of Contents

Chapter 1: The Importance of Business Development.  Chapter 2: Domestic Versus Global.  Chapter 3:  The Sales Business Model.  Chapter 4: Sales Skill Sets.  Chapter 5: Sales Management 101.  Chapter 6:  Discerning Marketing, Sales and Customer Service.  Chapter 7:  Negotiation in Business Development. Chapter 8:  Best Practices in Sales Management and Business Development. Appendix.

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Author(s)

Biography

Thomas A. Cook is the former CEO of American River International, a company that has specialized in the time-sensitive and unique handling needs of the communications, broadcast, and high-tech industries for more than 16 years.