1st Edition
Sales Management A Global Perspective
336 Pages
by
Routledge
332 Pages
by
Routledge
336 Pages
by
Routledge
Also available as eBook on:
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 *... Read more
1. An Introduction to Managing the Global Sales Force 2. Culture and Sales 3. Personal Sales in a Global Context 4. Cross-Cultural Communications, Negotiations, and The Global Selling Process, Part 1 5. The Global Selling Process, Part II 6. Global Sales Organizations 7. Selecting the Global Sales Force 8. Sales Training for a Worldwide Marketplace 9. Managing the Global Sales Territory 10. Motivating the Sales Force 11. Compensating the Global Sales Force 12. Evaluation in the Global Marketplace 13. Identifying and Forecasting Global Markets 14. Sales Force Strategies in the Global Marketplace 15. Customer Relationship Management
Biography
Earl D. Honeycutt is Professor of Business Administration at Elon University, North Carolina, USA.
John B. Ford is Professor of Marketing and International Business at Old Dominion University, Virginia, USA.
Antonis Simintiras is Professor of Marketing and Director of the European Business Management School at the University of Wales, Swansea.
'The authors have brought together the most up-to-date information to guide salespeople through the global marketplace. This book is essential reading for sales management students and sales managers wishing to succeed in global sales.' - Journal of International Marketing and Marketing Research
