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.
Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focu...
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...
As sales managers are encouraged to manage increasingly global territories, the art of selling is more complicated than ever and the rules of negotiat...
