Sales Management: A Global Perspective

ISBN-13: 9780415300445 / Angielski / Miękka / 2003 / 336 str.

Earl Honeycutt; B. Ford John; Earl Honeycutt

Opis

As sales managers are encouraged to manage increasingly global territories, the art of selling is more complicated than ever and the rules of negotiation more diverse. This 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 the book are 10 case studies, featuring companies from the US, Europe, New Zealand and Asia, all designed to give both sales students, salespeople and their managers an explanation of what diverse cultures entails, and the dilemmas, situations and opportunities that arise when selling across borders. The authors have international experience of both the theory and practice of selling, and have brought together the most up-to-date information to guide salespeople through the global marketplace. Sales Management: A Global Perspective differentiates itself from existing sales books, in that it clearly addresses the global marketplace, a subj

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.