Cover is for reference only

Sales management：a global perspective

Saved in:
Bibliographic Details
Main Authors: Honeycutt Earl D
Group Author: Ford John B; Simintiras Antonis C
Published: Routledge,
Publisher Address: London New York
Publication Dates: 2003.
Literature type: Book
Language: English
Subjects:
Sales management > Cross-cultural studies
International business enterprises > Management > Cross-cultural studies
Negotiation in business > Cross-cultural studies
Export marketing > Cross-cultural studies
Intercultural communication
Carrier Form: xxiii, 307 p.: ill. ; 25 cm.
ISBN: 0415300436 (hbk)
0415300444 (pbk)
Index Number: F713
CLC: F713.5
F713.3
F276.7
Call Number: F713.3/H772
Contents: Includes bibliographical references and index.
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. Evalua

Related Book Recommendations