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Sales Management: A Global Perspective Tapa blanda - 2003
de John B. Ford; Earl Honeycutt; Antonis Simintiras
Resumen
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
Detalles
- Título Sales Management: A Global Perspective
- Autor John B. Ford; Earl Honeycutt; Antonis Simintiras
- Encuadernación Tapa blanda
- Edición International Ed
- Páginas 336
- Volúmenes 1
- Idioma ENG
- Editorial Routledge, New Delhi
- Fecha de publicación May 1, 2003
- ISBN 9780415300445 / 0415300444
- Peso 1.49 libras (0.68 kg)
- Dimensiones 9.22 x 7.88 x 0.61 pulgadas (23.42 x 20.02 x 1.55 cm)
- Nivel de lectura 1400
- Dewey Decimal Code 658.81
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Sales Management: A Global Perspective
de Ford, John B
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- Tapa blanda
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- Encuadernación
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- ISBN 10 / ISBN 13
- 9780415300445 / 0415300444
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Lincoln, Lincolnshire, Aberdeen, United Kingdom
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EUR 6.28EUR 15.08 enviando a USA
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Descripción:
Routledge, 2003. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,800grams, ISBN:9780415300445
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Sales Management: A Global Perspective.
de John B Ford, Earl Honeycutt, Antonis Simintiras .
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- Tapa blanda
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- Usado - Good
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Peninsula, Ohio, United States
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EUR 37.80EUR 4.72 enviando a USA
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Routledge, 2003. Trade Paperback. Good. GOOD BOOK! A LITTLE PINK HIGHLIGHTING IN TEXT, MODERATE WEAR & A FEW BENDS ON COVER. "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. 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…
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Sales Management: A Global Perspective
de John B. Ford
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- ISBN 10 / ISBN 13
- 9780415300445 / 0415300444
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Southport, Merseyside, United Kingdom
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EUR 71.06EUR 11.76 enviando a USA
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Paperback / softback. New. Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
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Sales Management: A Global Perspective
de Ford, John B (Author)/ Honeycutt, Earl (Author)/ Simintiras, Antonis (Author)
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- ISBN 10 / ISBN 13
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Exeter, Devon, United Kingdom
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EUR 83.57EUR 11.82 enviando a USA
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Descripción:
Routledge, 2003. Paperback. New. 1st edition. 352 pages. 9.50x7.00x0.75 inches.
Precio
EUR 83.57
EUR 11.82
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