000 | 02855nam a2200445 a 4500 | ||
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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 |
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980 |
_851 _gRonald RUIZ |