An edition of Sales management
(2003)
Sales management
a global perspective
by Earl D. Honeycutt
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Sales Management: Shaping Future Sales Leaders-2nd ed.
Aug 08, 2014, Wessex, Inc., wessex, inc.
hardcover
0989701360 9780989701365
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Book Details
Table of Contents
Part I. Introduction and culture
1. An introduction to managing the global sales force
2. Culture and sales
Part II. Global personal selling
3. Personal sales in a global context
4. Cross-cultural communication, negotiation, and the global selling process I
5. The global selling process II
Part III. Global human resources
6. Global sales organizations
7. Selecting the global sales force
8. Sales training for a worldwide marketplace
9. Managing the global sales territory
10. Motivating the sales force
11. Compensating the global sales force
12. Evaluation in the global marketplace
Part IV. Global strategic management issues
13. Identifying and forecasting global markets
14. Sales force strategies in the global marketplace
15. Customer relationship management
Appendix: Selected cases
1. Asian Hotel Group
2. BP Fujian: marketing LPG in Fuzhou
3. Dell Computer Corporation
4. The European train(ing) wreck!
5. Motivation and turnober: the case of a southern European salesperson
6. Selling a luxury destination in turbulent times: the Mount Juliet Estate
7. Relationship marketing in the New Zealand wine industry
8. Pacifico Software
9. Smith and Nephew and Innovex
10. WRT.
Edition Notes
Includes bibliographical references and index.
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| December 14, 2022 | Edited by MARC Bot | import existing book |
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| December 3, 2010 | Edited by Open Library Bot | Added subjects from MARC records. |
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