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.
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Intercultural communication.
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International business enterprises -- Management -- Cross-cultural studies.
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Sales management -- Cross-cultural studies.
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Negotiation in business -- Cross-cultural studies.
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Export marketing -- Cross-cultural studies.
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Genre/Form |
Cross-cultural studies.
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Author |
Ford, John B. (John Battice), 1949-
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Simintiras, Antonis C.
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ISBN |
0415300436 cased |
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0415300444 paperback |
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