Sales Management: A Global Perspective

by Earl D. Honeycutt Jr., John B. Ford, Antonis Simintiras

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 0415300444
• ISBN13: 9780415300445
• Release Date: March 2003
• Publisher: Routledge
• Length: 336 Pages
• Weight: 1.49 lbs.
• Dimensions: 0.6" x 7.9" x 9.2"