Sales Management

A Global Perspective

Honeycut, John B. Ford, Antonis Simintiras

308 pages, parution le 31/03/2003

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Résumé

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.

Contents
Part I. Introduction and Culture

Chapter 1:An Introduction to Managing the Global Sales Force
Chapter 2:Culture and Sales

Part II. Global Personal Selling

Chapter 3:Personal Sales in a Global Context
Chapter 4:Cross-Cultural Communications, Negotiations, and The Global Selling Process,
Chapter 5:The Global Selling Process,

Part III. Global Human Resources

Chapter 6:Global Sales Organizations
Chapter 7:Selecting the Global Sales Force
Chapter 8:Sales Training for a Worldwide Marketplace
Chapter 9:Managing the Global Sales Territory
Chapter 10:Motivating the Sales Force
Chapter 11:Compensating the Global Sales Force
Chapter 12: Evaluation in the Global Marketplace

Part IV. Global Strategic Management Issues

Chapter 13:Identifying and Forecasting Global Markets
Chapter 14:Sales Force Strategies in the Global Marketplace
Chapter 15:Customer Relationship Management
Appendix: Selected Cases

Caractéristiques techniques

	PAPIER
Éditeur(s)	Routledge
Auteur(s)	Honeycut, John B. Ford, Antonis Simintiras
Parution	31/03/2003
Nb. de pages	308
Format	17,5 x 24,5
Couverture	Broché
Poids	670g
Intérieur	Noir et Blanc
EAN13	9780415300445
ISBN13	978-0-415-30044-5