Sales Management : a global perspective / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.

By:

Honeycutt, Earl D

Contributor(s):

Material type: Text

TextLanguage: English Publication details: London ; New York : Routledge, 2003.Description: xxiii, 307 p. : illustrationsISBN:

0415300444

DDC classification:

658.8 HON

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.

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Books	Institute of Public Enterprise, Library S Campus	658.8 HON (Browse shelf(Opens below))	Available		33869

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.

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Sales Management : a global perspective / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.

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