|
" Sales management : "
Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
| Document Type
|
:
|
BL
|
| Record Number
|
:
|
946177
|
| Doc. No
|
:
|
b700547
|
| Main Entry
|
:
|
Honeycutt, Earl D.
|
| Title & Author
|
:
|
Sales management : : a global perspective /\ Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
|
| Publication Statement
|
:
|
London ;New York :: Routledge,, 2003.
|
| Page. NO
|
:
|
1 online resource (xxiii, 307 pages) :: illustrations
|
| ISBN
|
:
|
020345118X
|
|
|
:
|
: 020345782X
|
|
|
:
|
: 0415300436
|
|
|
:
|
: 0415300444
|
|
|
:
|
: 6610022577
|
|
|
:
|
: 9780203451182
|
|
|
:
|
: 9780203457825
|
|
|
:
|
: 9780415300438
|
|
|
:
|
: 9780415300445
|
|
|
:
|
: 9786610022571
|
|
|
:
|
0415300436
|
|
|
:
|
0415300444
|
| Bibliographies/Indexes
|
:
|
Includes bibliographical references and index.
|
| 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.
|
| Abstract
|
:
|
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.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
BUSINESS ECONOMICS-- Sales Selling-- Management.
|
| Subject
|
:
|
Sales management.
|
| Dewey Classification
|
:
|
658.81
|
| LC Classification
|
:
|
HF5438.4.H66 2003eb
|
| Added Entry
|
:
|
Ford, John B., (John Battice),1949-
|
|
|
:
|
Simintiras, Antonis C.
|
| |