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Sales Management: A Global Perspective
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Sales Management: A Global Perspective Hardcover - 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 Hardcover
  • Pages 332
  • Volumes 1
  • Language ENG
  • Publisher Routledge
  • Date May 23, 2003
  • Illustrated Yes
  • ISBN 9780415300438 / 0415300436
  • Weight 1.72 lbs (0.78 kg)
  • Dimensions 9.69 x 6.88 x 0.81 in (24.61 x 17.48 x 2.06 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.

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

Sales Management: A Global Perspective

by John B Ford, Earl Honeycutt et Antonis Simintiras

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Routledge, 2003. Hardcover. Good. Former library book. Slight signs of wear on the cover. Different cover. Edition 2003. Ammareal gives back up to 15% of this book's net price to charity organizations.
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Sales Management: A Global Perspective

Sales Management: A Global Perspective

by John B. Ford

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ISBN 10 / ISBN 13
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Hardback. 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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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
  • Hardcover
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Hardcover
ISBN 10 / ISBN 13
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Routledge, 2003. Hardcover. New. 1st edition. 424 pages. 9.75x7.00x0.75 inches.
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NZ$261.93
NZ$21.08 shipping to USA