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Sales management : a global perspective Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras [electronic book] /

By: Contributor(s): Material type: Computer fileComputer filePublisher: London : Routledge, ©2003Description: 1 online resource (308 pages) : illustrations, figuresContent type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9780203451182 (ebk)
Subject(s): Online resources: Summary: 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.
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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

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