Sales management : a global perspective / Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
Tipo de material: TextoDetalles de publicación: London ; New York : Routledge, 2003.Descripción: xxiii, 307 p. : il. ; 25 cmISBN:- 0415300436 (hbk)
- 9780415300438 (hbk)
- 0415300444 (pbk.)
- 9780415300445 (pbk.)
- Sales management -- Cross-cultural studies
- Ventas -- Administración - -- Estudios interculturales
- International business enterprises -- Management -- Cross-cultural studies
- Empresas internacionales -- Administración - -- Estudios interculturales
- Negotiation in business -- Cross-cultural studies
- Negociación empresarial -- Estudios interculturales
- Mercadotecnia de exportación -- Cross-cultural studies
- Mercado de exportación - -- Estudios interculturales
- Intercultural communication
- Comunicación intercultural
- HF 5438.4 H66.2003
Tipo de ítem | Biblioteca actual | Colección | Signatura topográfica | Copia número | Estado | Fecha de vencimiento | Código de barras | |
---|---|---|---|---|---|---|---|---|
Libros | Biblioteca Francisco Xavier Clavigero Acervo | Acervo General | HF 5438.4 H66.2003 (Navegar estantería(Abre debajo)) | ej. 1 | Disponible | UIA021136 |
Incluye referencias bibliográficas e índice.
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.