Sales Management

Name: Sales Management
Brand: Taylor & Francis Ltd
Price: 128.99 AUD
Availability: BackOrder

A Global Perspective

By: John B Ford, Earl Honeycutt, Antonis Simintiras

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Paperback | 20 March 2003 | Edition Number 1

At a Glance

Paperback
336 Pages

Dimensions(cm)
24.6 x 18.9 x 1.7

Paperback

RRP $143.00

$128.99

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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. 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

Industry Reviews

'This is the first book I have read that examines all of the skills required to sell in the global market place and guides readers through different cultures and approaches. With its constructive and lively case studies, this is a must for anyone already running a global sales force or studying sales management.' I Ben Knight, Senior Vice President, Customer Management Learning Center, Coca-Cola, Japan; 'This is a comprehensive and detailed guide that will be particularly valuable for those who must deal with sales management at the global level. Given the multi-cultural nature of the United States and so many other countries today, the global perspective offered is also valuable to those whose responsibilities do not cross national borders.' - Willem Burgers, Philips Electronics Chair Professor of Marketing, CEIBS, Shanghai; 'At long last--and not a moment too soon--a sales management text that truly adopts an international perspective in this age of globalization. This work is an easy-to-read, easy-to-use text that will help prepare aspiring and current sales managers to tackle the major issues confronting today's sales forces worldwide.' - Professor Alan Dubinsky, Purdue University/West Lafayette

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