| Description |
1 online resource (xxiii, 307 pages) : illustrations |
| Contents |
Part I. Introduction and culture -- 1. An introduction to managing the global sales force -- 2. Culture and sales -- Part II. Global personal selling -- 3. Personal sales in a global context -- 4. Cross-cultural communication, negotiation, and the global selling process I -- 5. The global selling process II -- Part III. Global human resources -- 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 -- Part IV. Global strategic management issues -- 13. Identifying and forecasting global markets -- 14. Sales force strategies in the global marketplace -- 15. Customer relationship management -- Appendix: Selected cases -- 1. Asian Hotel Group -- 2. BP Fujian: marketing LPG in Fuzhou -- 3. Dell Computer Corporation -- 4. The European train(ing) wreck! -- 5. Motivation and turnober: the case of a southern European salesperson -- 6. Selling a luxury destination in turbulent times: the Mount Juliet Estate -- 7. Relationship marketing in the New Zealand wine industry -- 8. Pacifico Software -- 9. Smith and Nephew and Innovex -- 10. WRT |
| Summary |
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 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Print version record |
| Subject |
Sales management.
|
|
BUSINESS & ECONOMICS -- Sales & Selling -- Management.
|
|
Sales management
|
| Form |
Electronic book
|
| Author |
Ford, John B. (John Battice), 1949-
|
|
Simintiras, Antonis C.
|
| ISBN |
020345118X |
|
9780203451182 |
|
020345782X |
|
9780203457825 |
|
9786610022571 |
|
6610022577 |
|
9780415300438 |
|
0415300436 |
|
9780415300445 |
|
0415300444 |
|
