Normal view MARC view ISBD view

Honeycutt, Earl D.

Sales Management : a global perspective / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras. - London ; New York : Routledge, 2003. - xxiii, 307 p. : illustrations

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.

ISBN: 0415300444

Dewey Class. No.: 658.8 / HON