Sales Management : A Global Perspective

ISBN-13: 9780415300438 / Angielski / Twarda / 2003 / 336 str.

Earl Honeycutt; B. Ford John; Earl Honeycutt

Opis

Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.

Recenzje

'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

Spis treści

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

O autorze

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.