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Sales Management : A Global Perspective - 03 edition

Sales Management : A Global Perspective (ISBN10: 0415300444; ISBN13: 9780415300445)
ISBN13: 978-0415300445
ISBN10: 0415300444

This edition has also been released as:
ISBN13: 978-0415300438
ISBN10: 0415300436

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.

Edition/Copyright: 03
Cover: Paperback
Publisher: Routledge N. Y.
Published: 08/28/2003
International: No

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2003 Trade Paperback Good GOOD BOOK! A LITTLE PINK HIGHLIGHTING IN TEXT, MODERATE WEAR & A FEW BENDS ON COVER. "Description: As sales managers are encouraged to manage increasingly global territori ...show morees, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing 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 ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global ...show less
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