000			02855nam a2200445 a 4500
001			000538443
003			OCoLC
005			20240105145953.0
008			090806s2003 enka rb 001 0 eng d
020			_a0415300436 (hbk)
020			_a9780415300438 (hbk)
020			_a0415300444 (pbk.)
020			_a9780415300445 (pbk.)
035			_a347499
040			_aNJI _bspa _cOCLCQ _dUIASF
050		4	_aHF 5438.4 _bH66.2003
100	1		_aHoneycutt, Earl D
245	1	0	_aSales management : _ba global perspective / _cEarl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
260			_aLondon ; _aNew York : _bRoutledge, _c2003.
300			_axxiii, 307 p. : _bil. ; _c25 cm.
504			_aIncluye referencias bibliográficas e índice.
505	0		_aPart 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.
650		0	_aSales management _vCross-cultural studies.
650		4	_aVentas _xAdministración - _vEstudios interculturales
650		0	_aInternational business enterprises _xManagement _vCross-cultural studies.
650		4	_aEmpresas internacionales _xAdministración - _vEstudios interculturales
650		0	_aNegotiation in business _vCross-cultural studies
650		4	_aNegociación empresarial _vEstudios interculturales
650		0	_aMercadotecnia de exportación _vCross-cultural studies
650		4	_aMercado de exportación - _vEstudios interculturales
650		0	_aIntercultural communication.
650		4	_aComunicación intercultural
700	1		_aFord, John B
700	1		_aSimintiras, Antonis C
905			_a01
942		1	_cNEWBFXC1
999			_c507394 _d507394
980			_851 _gRonald RUIZ