Skip to content

Sales Management: A Global Perspective
Stock Photo: Cover May Be Different

Sales Management: A Global Perspective Paperback - 2003

by John B. Ford; Earl Honeycutt; Antonis Simintiras


Summary

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 subject neglected by most other texts. While still tackling sales from a managerial perspective, the cross-cultural approach of this volume makes this essential reading for sales management students, and sales managers seeking to succeed in global sales

From the publisher

As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing 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 ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders.

The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

Details

  • Title Sales Management: A Global Perspective
  • Author John B. Ford; Earl Honeycutt; Antonis Simintiras
  • Binding Paperback
  • Edition International Ed
  • Pages 336
  • Volumes 1
  • Language ENG
  • Publisher Routledge, New Delhi
  • Date May 1, 2003
  • ISBN 9780415300445 / 0415300444
  • Weight 1.49 lbs (0.68 kg)
  • Dimensions 9.22 x 7.88 x 0.61 in (23.42 x 20.02 x 1.55 cm)
  • Reading level 1400
  • Dewey Decimal Code 658.81

About the author

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.

Back to Top

More Copies for Sale

Sales Management: A Global Perspective
Stock Photo: Cover May Be Different

Sales Management: A Global Perspective

by Ford, John B

  • Used
  • Paperback
Condition
Used
Binding
Paperback
ISBN 13
9780415300445
ISBN 10
0415300444
Quantity Available
1
Seller
Lincoln, Lincolnshire, Aberdeen, United Kingdom
Seller rating:
This seller has earned a 5 of 5 Stars rating from Biblio customers.
Item Price
NZ$11.24
NZ$27.00 shipping to USA

Show Details

Description:
Routledge, 2003. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,800grams, ISBN:9780415300445
Item Price
NZ$11.24
NZ$27.00 shipping to USA
Sales Management: A Global Perspective.
Stock Photo: Cover May Be Different

Sales Management: A Global Perspective.

by John B Ford, Earl Honeycutt, Antonis Simintiras .

  • Used
  • good
  • Paperback
Condition
Used - Good
Binding
Paperback
ISBN 13
9780415300445
ISBN 10
0415300444
Quantity Available
1
Seller
Peninsula, Ohio, United States
Seller rating:
This seller has earned a 5 of 5 Stars rating from Biblio customers.
Item Price
NZ$66.40
NZ$8.29 shipping to USA

Show Details

Description:
Routledge, 2003. Trade Paperback. Good. GOOD BOOK! A LITTLE PINK HIGHLIGHTING IN TEXT, MODERATE WEAR & A FEW BENDS ON COVER. "Description: As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing 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 ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most… Read More
Item Price
NZ$66.40
NZ$8.29 shipping to USA
Sales Management: A Global Perspective
Stock Photo: Cover May Be Different

Sales Management: A Global Perspective

by John B. Ford

  • New
  • Paperback
Condition
New
Binding
Paperback
ISBN 13
9780415300445
ISBN 10
0415300444
Quantity Available
1
Seller
Southport, Merseyside, United Kingdom
Seller rating:
This seller has earned a 5 of 5 Stars rating from Biblio customers.
Item Price
NZ$127.26
NZ$21.07 shipping to USA

Show Details

Description:
Paperback / softback. New. 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.
Item Price
NZ$127.26
NZ$21.07 shipping to USA
Sales Management: A Global Perspective
Stock Photo: Cover May Be Different

Sales Management: A Global Perspective

by Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)

  • New
  • Paperback
Condition
New
Binding
Paperback
ISBN 13
9780415300445
ISBN 10
0415300444
Quantity Available
1
Seller
Exeter, Devon, United Kingdom
Seller rating:
This seller has earned a 4 of 5 Stars rating from Biblio customers.
Item Price
NZ$149.66
NZ$21.18 shipping to USA

Show Details

Description:
Routledge, 2003. Paperback. New. 1st edition. 352 pages. 9.50x7.00x0.75 inches.
Item Price
NZ$149.66
NZ$21.18 shipping to USA