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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.

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Book Details

ISBN: 9780415300445
ISBN-10: 0415300444
Format: Paperback
(246mm x 189mm x 19mm)
Pages: 336
Imprint: Routledge
Publisher: Taylor & Francis Ltd
Publish Date: 20-Mar-2003
Country of Publication: United Kingdom

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Author Biography - John B. Ford

Earl D. Honeycutt is Professor of Business Administration at Elon University, North Carolina, USA. John B. Ford is Professor of Marketing and International Business at Old Dominion University, Virginia, USA. Antonis Simintiras is Professor of Marketing and Director of the European Business Management School at the University of Wales, Swansea.

Books By Author John B. Ford

Sales Management by John B. Ford

Sales Management

Hardback, March 2003
$110.70