Sales management :a global perspective

• 作者: Honeycutt, Earl D.
• 其他作者: Ford, John B. , Simintiras, Antonis C.
• 出版: London ;New York : Routledge 2003.
• 稽核項: 1 online resource (xxiii, 307 pages) :illustrations.
• 標題: BUSINESS & ECONOMICS Sales & Selling -- Management. , Sales management. , Sales & SellingManagement. , BUSINESS & ECONOMICS , Electronic books.
• ISBN: 0415300444 , 9780415300445
• ISBN: 0415300436 , 0415300444
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• 附註: Includes bibliographical references and index. 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.
• 摘要: 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.
• 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=102147
• 系統號: 005305047
• 資料類型: 電子書
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• 引用網址: 複製連結
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