TY  - BOOK
AU  - Honeycutt,Earl D
AU  - Ford,John B
AU  - Simintiras,Antonis C
TI  - Sales management: a global perspective 
SN  - 0415300436 (hbk)
AV  - HF 5438.4 H66.2003
PY  - 2003///
CY  - London, New York
PB  - Routledge
KW  - Sales management
KW  - Cross-cultural studies
KW  - Ventas
KW  - Administración -
KW  - Estudios interculturales
KW  - International business enterprises
KW  - Management
KW  - Empresas internacionales
KW  - Negotiation in business
KW  - Negociación empresarial
KW  - Mercadotecnia de exportación
KW  - Mercado de exportación -
KW  - Intercultural communication
KW  - Comunicación intercultural
N1  - 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
ER  -