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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. Key examples of case studies: Asia Hotel Group, New Zealand Wines, Pacifico Software (US), Smith and Nephew (Spain), European Training Wreck (US-Europe), Mount Juliet Estate (Ireland), BP Fujian: Marketing LPG in Fuzhou (China).
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.
Related link: www.routledge.com/textbooks/0415300444
This volume includes the full proceedings from the 1998 Academy of
Marketing Science (AMS) Annual Conference held in Norfolk,
Virginia. The research and presentations offered in this volume
cover many aspects of marketing science including marketing
strategy, consumer behaviour, entrepreneurial marketing,
international marketing, advertising, marketing education, among
others. Founded in 1971, the Academy of Marketing Science is an
international organization dedicated to promoting timely
explorations of phenomena related to the science of marketing in
theory, research, and practice. Among its services to members and
the community at large, the Academy offers conferences, congresses
and symposia that attract delegates from around the world.
Presentations from these events are published in this Proceedings
series, which offers a comprehensive archive of volumes reflecting
the evolution of the field. Volumes deliver cutting-edge research
and insights, complimenting the Academy’s flagship journals, the
Journal of the Academy of Marketing Science (JAMS) and AMS Review.
Volumes are edited by leading scholars and practitioners across a
wide range of subject areas in marketing science.
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. Key examples of case studies: Asia Hotel Group, New Zealand Wines, Pacifico Software (US), Smith and Nephew (Spain), European Training Wreck (US-Europe), Mount Juliet Estate (Ireland), BP Fujian: Marketing LPG in Fuzhou (China).
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.
Related link: www.routledge.com/textbooks/0415300444
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