Sales Management: A Global Perspective

✍ Scribed by John B Ford

• Year: 2003
• Tongue: English
• Leaves: 333
• Category: Library

✦ Synopsis

As sales managers are encouraged to manage increasingly global territories, 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 marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

✦ Table of Contents

Book Cover......Page 1
Title......Page 4
Contents......Page 5
List of figures......Page 16
List of tables......Page 17
List of exhibits......Page 18
Foreword......Page 20
A guide for the reader......Page 22
Acknowledgments......Page 24
INTRODUCTION AND CULTURE......Page 26
AN INTRODUCTION TO MANAGING THE GLOBAL SALES FORCE......Page 28
CULTURE AND SALES......Page 42
GLOBAL PERSONAL SELLING......Page 60
PERSONAL SALES IN A GLOBAL CONTEXT......Page 62
CROSS-CULTURAL COMMUNICATION, NEGOTIATION, AND THE GLOBAL SELLING PROCESS I......Page 80
THE GLOBAL SELLING PROCESS II......Page 98
GLOBAL HUMAN RESOURCES......Page 114
GLOBAL SALES ORGANIZATIONS......Page 116
SELECTING THE GLOBAL SALES FORCE......Page 134
SALES TRAINING FOR A WORLDWIDE MARKETPLACE......Page 152
MANAGING THE GLOBAL SALES TERRITORY......Page 170
MOTIVATING THE SALES FORCE......Page 186
COMPENSATING THE GLOBAL SALES FORCE......Page 202
EVALUATION IN THE GLOBAL MARKETPLACE......Page 220
GLOBAL STRATEGIC MANAGEMENT ISSUES......Page 238
IDENTIFYING AND FORECASTING GLOBAL MARKETS......Page 240
SALES FORCE STRATEGIES IN THE GLOBAL MARKETPLACE......Page 258
CUSTOMER RELATIONSHIP MANAGEMENT......Page 276
Index......Page 320