Sales management : a global perspective

Honeycutt, Earl D.,

Sales management : a global perspective [electronic book] / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras - 1 online resource (308 pages) : illustrations, figures

Includes bibliographical references and index

Restricted to GMIT Library patrons

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.


eBook,
Available via GMIT Library webpage
Available via GMIT Library webpage


Subject to print download restrictions

9780203451182 (ebk)


Sales management
Business and Management.
Sales & marketing
Economics, finance, business & management
Public relations
Sales & marketing management