Mastering Global Business Development and Sales Management
Preview
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.
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.