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Book Cover
Book
Author Honeycutt, Earl D.

Title Sales management : a global perspective / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras
Published London : Routledge, 2003

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Location Call no. Vol. Availability
 MELB  658.81 Hon/Sma  AVAILABLE
Description xxiii, 307 pages : illustrations ; 26 cm
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
Bibliography Includes bibliographical references and index
Subject Sales management.
Intercultural communication.
International business enterprises -- Management -- Cross-cultural studies.
Sales management -- Cross-cultural studies.
Negotiation in business -- Cross-cultural studies.
Export marketing -- Cross-cultural studies.
Genre/Form Cross-cultural studies.
Author Ford, John B. (John Battice), 1949-
Simintiras, Antonis C.
ISBN 0415300436 cased
0415300444 paperback