عنوان
پدید آورنده
موضوع
رده
HF5438.4 .H66 2003eb
HF5438
.
4
.
H66
2003eb
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
020345118X
(Number (ISBN
020345782X
(Number (ISBN
0415300436
(Number (ISBN
0415300444
(Number (ISBN
6610022577
(Number (ISBN
9780203451182
(Number (ISBN
9780203457825
(Number (ISBN
9780415300438
(Number (ISBN
9780415300445
(Number (ISBN
9786610022571
Erroneous ISBN
0415300436
Erroneous ISBN
0415300444
NATIONAL BIBLIOGRAPHY NUMBER
Number
b700547
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Sales management :
General Material Designation
[Book]
Other Title Information
a global perspective /
First Statement of Responsibility
Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York :
Name of Publisher, Distributor, etc.
Routledge,
Date of Publication, Distribution, etc.
2003.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
1 online resource (xxiii, 307 pages) :
Other Physical Details
illustrations
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
Text of Note
Includes bibliographical references and index.
CONTENTS NOTE
Text of Note
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.
0
SUMMARY OR ABSTRACT
Text of Note
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.
ACQUISITION INFORMATION NOTE
Source for Acquisition/Subscription Address
eBook Library
Stock Number
EBL172855
OTHER EDITION IN ANOTHER MEDIUM
Title
Sales management.
International Standard Book Number
0415300444
TOPICAL NAME USED AS SUBJECT
Sales management.
BUSINESS & ECONOMICS-- Sales & Selling-- Management.
Sales management.
(SUBJECT CATEGORY (Provisional
BUS-- 058010
DEWEY DECIMAL CLASSIFICATION
Number
658
.
81
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF5438
.
4
Book number
.
H66
2003eb
PERSONAL NAME - PRIMARY RESPONSIBILITY
Honeycutt, Earl D.
PERSONAL NAME - ALTERNATIVE RESPONSIBILITY
Ford, John B., (John Battice),1949-
Simintiras, Antonis C.
ORIGINATING SOURCE
Date of Transaction
20201207162100.0
Cataloguing Rules (Descriptive Conventions))
pn
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
