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
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
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Stock Photo: Cover May Be Different
Sales Management: A Global Perspective
by Ford, John B
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- 9780415300445
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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
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Sales Management: A Global Perspective.
by John B Ford, Earl Honeycutt, Antonis Simintiras .
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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…
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Sales Management: A Global Perspective
by John B. Ford
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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.
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Stock Photo: Cover May Be Different
Sales Management: A Global Perspective
by Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)
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Exeter, Devon, United Kingdom
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NZ$149.66NZ$21.18 shipping to USA
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Routledge, 2003. Paperback. New. 1st edition. 352 pages. 9.50x7.00x0.75 inches.
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