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Original Essays | September 4, 2014

Edward E. Baptist: IMG The Two Bodies of The Half Has Never Been Told: Slavery and the Making of American Capitalism



My new book, The Half Has Never Been Told: Slavery and the Making of American Capitalism, is the story of two bodies. The first body was the new... Continue »
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Sales Management : a Global Perspective (03 Edition)

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Synopses & Reviews

Please note that used books may not include additional media (study guides, CDs, DVDs, solutions manuals, etc.) as described in the publisher comments.

Publisher Comments:

As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include:

* cross-cultural negotiations

* hiring, training, motivating and evaluating the international sales force

* Customer Relationship Management (CRM)

* sales territory design and management.

Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders.

The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

Synopsis:

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.

Product Details

ISBN:
9780415300445
Author:
Honeycutt, Earl
Publisher:
Routledge
Author:
Honeycutt, Earl
Author:
Simintiras, Antonis
Author:
Ford, John B.
Subject:
Advertising & Promotion
Subject:
Exports & Imports
Subject:
Management - General
Subject:
Business management
Publication Date:
20030531
Binding:
TRADE PAPER
Language:
English
Pages:
336
Dimensions:
9.22x7.88x.61 in. 1.49 lbs.

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Related Subjects

» Business » Advertising
» Business » Human Resource Management
» Business » Import and Export
» Business » Management
» Business » Sales
» History and Social Science » Economics » General

Sales Management : a Global Perspective (03 Edition) Used Trade Paper
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$67.00 In Stock
Product details 336 pages Routledge - English 9780415300445 Reviews:
"Synopsis" by , 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.
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