Sales management
Subtitle: a global perspective
By: Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
Contributors: Ford, John B.; Simintiras, Antonis C.
Publisher: Routledge
Published: 2003
Place of publication: London; New York
Language: eng
Number of pages: 307
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
Genres: Cross-cultural studies.
Notes: Includes bibliographical references and index.
Table of contents: title: Part I. Introduction and culture; title: 1. An introduction to managing the global sales force; title: 2. Culture and sales; title: Part II. Global personal selling; title: 3. Personal sales in a global context; title: 4. Cross-cultural communication, negotiation, and the global selling process I; title: 5. The global selling process II; title: Part III. Global human resources; title: 6. Global sales organizations; title: 7. Selecting the global sales force; title: 8. Sales training for a worldwide marketplace; title: 9. Managing the global sales territory; title: 10. Motivating the sales force; title: 11. Compensating the global sales force; title: 12. Evaluation in the global marketplace; title: Part IV. Global strategic management issues; title: 13. Identifying and forecasting global markets; title: 14. Sales force strategies in the global marketplace; title: 15. Customer relationship management; title: Appendix: Selected cases; title: 1. Asian Hotel Group; title: 2. BP Fujian: marketing LPG in Fuzhou; title: 3. Dell Computer Corporation; title: 4. The European train(ing) wreck!; title: 5. Motivation and turnober: the case of a southern European salesperson; title: 6. Selling a luxury destination in turbulent times: the Mount Juliet Estate; title: 7. Relationship marketing in the New Zealand wine industry; title: 8. Pacifico Software; title: 9. Smith and Nephew and Innovex; title: 10. WRT.