Sales Management A Global Perspective 1st edition By John B Ford, Earl Honeycutt, Antonis Simintiras ISBN 0761959029 9780415300445

Sales Management: A Global Perspective 1st edition By John B Ford, Earl Honeycutt, Antonis Simintiras – Ebook PDF Instant Download/Delivery. 0761959029, 9780415300445
Full download Sales Management: A Global Perspective 1st edition after payment

Product details:

ISBN 10: 0761959029
ISBN 13: 9780415300445
Author: John B Ford, Earl Honeycutt, Antonis Simintiras

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.

Sales Management: A Global Perspective 1st Table of contents:

• Introduction

  • Overview of Sales Management
  • The Globalization of Sales Management
  • The Role of Sales in the Modern Organization

• Chapter 1: The Role and Importance of Sales Management

  • Understanding the Sales Process
  • Strategic Role of Sales in the Organization
  • Trends in Sales Management Globally

• Chapter 2: Sales Strategy and Planning

  • Developing Sales Strategies for Global Markets
  • Market Segmentation and Targeting
  • Setting Sales Goals and Objectives
  • Sales Forecasting Techniques

• Chapter 3: The Sales Environment

  • External Factors Influencing Sales Management: Economic, Social, and Cultural Contexts
  • Globalization and its Impact on Sales
  • Competitive Landscape and Challenges in International Markets

• Chapter 4: Sales Force Management

  • Recruiting, Selecting, and Training Salespeople
  • Motivating and Managing Sales Teams
  • Performance Evaluation and Compensation
  • Leadership and Sales Management Styles

• Chapter 5: Sales Communication and Relationships

  • Effective Sales Communication
  • Building Customer Relationships and Trust
  • Cross-cultural Communication in Sales
  • Relationship Marketing in the Global Context

• Chapter 6: Sales Techniques and Methods

  • Selling Models and Approaches: Consultative Selling, Solution Selling, etc.
  • Negotiation and Closing Techniques
  • Adapting Sales Methods to Different Markets

• Chapter 7: Managing Sales Channels

  • Direct vs. Indirect Sales Channels
  • Distribution Strategies in Global Markets
  • Managing Channel Relationships

• Chapter 8: Technology in Sales Management

  • The Role of Technology in Modern Sales
  • CRM Systems and Sales Automation Tools
  • Using Data Analytics and Sales Metrics

• Chapter 9: Global Sales Leadership

  • Leadership in Multinational Sales Organizations
  • Cross-Cultural Management and Team Building
  • Developing a Global Sales Mindset

• Chapter 10: Ethics and Social Responsibility in Sales

  • Ethical Issues in Sales Management
  • Corporate Social Responsibility and Sales
  • Managing Ethical Dilemmas in Global Sales

• Chapter 11: Sales Management in the Future

  • Evolving Trends in Sales Management
  • The Impact of Artificial Intelligence and Automation
  • Future Challenges and Opportunities in Global Sales Management

• Conclusion

  • Summing Up Key Concepts in Sales Management
  • Adapting to Changing Global Sales Environments
  • The Future of Sales Management on the Global Stage

• Appendices

  • Case Studies in Global Sales Management
  • Recommended Reading and Resources
  • Glossary of Sales Management Terms

• Index

People also search for Sales Management: A Global Perspective 1st:

sales management a global perspective

global sales manager jobs

what is international sales management

sales management goals

sales management articles