Sales Management: A Global Perspective
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Description
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. 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. … [From Amazon.com]
ISBN
0415300444
Publication Date
2003
Publisher
Routledge
City
London; New York
Keywords
Sales managers, Art of selling, Global sales, Negotiation
Disciplines
International Business | Marketing | Sales and Merchandising
Recommended Citation
Honeycutt, Earl D.; Ford, John B.; and Simintiras, Antonis C., "Sales Management: A Global Perspective" (2003). Marketing Faculty Books. 2.
https://digitalcommons.odu.edu/marketing_books/2