EVERYDAY FREE SHIPPING on $25 & up - Excludes marketplace items & rentals.
EVERYDAY FREE SHIPPING on $25 & up - Excludes marketplace items & rentals.
EVERYDAY FREE SHIPPING on $25 & up - Excludes marketplace items & rentals
Search
Sales Management : A Global Perspective

Sales Management : A Global Perspective - 03 edition

ISBN13: 978-0415300445

Cover of Sales Management : A Global Perspective 03 (ISBN 978-0415300445)
ISBN13: 978-0415300445
ISBN10: 0415300444
Cover type: Paperback
Edition/Copyright: 03
Publisher: Routledge N. Y.
Published: 2003
International: No

List price: $88.95

new
Sold Out
FREE Shipping on $25+
  • Check back soon!
  • 30-Day Returns
  • Condition: New
Sold Out
More Shipping Options

Sales Management : A Global Perspective - 03 edition

ISBN13: 978-0415300445

Earl Honeycutt, John B. Ford and Antonis Simintiras

ISBN13: 978-0415300445
ISBN10: 0415300444
Cover type: Paperback
Edition/Copyright: 03
Publisher: Routledge N. Y.

Published: 2003
International: No
Summary

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.

Table of Contents

Chapter 1:An Introduction to Managing the Global Sales Force
Chapter 2:Culture and Sales
Chapter 3:Personal Sales in a Global Context
Chapter 4:Cross-Cultural Communications, Negotiations, and The Global Selling Process,

Part 1.
Chapter 5:The Global Selling Process,

Part II
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
Chapter 13:Identifying and Forecasting Global Markets
Chapter 14:Sales Force Strategies in the Global Marketplace
Chapter 15:Customer Relationship Management

More Shipping Options