Sales Management

Earl D. Honeycutt is Professor of Business Administration at Elon University, North Carolina, USA.John B. Ford is Professor of Marketing and International Business at Old Dominion University, Virginia, USA.Antonis Simintiras is Professor of Marketing and Director of the European Business Management School at the University of Wales, Swansea.

• 1. An Introduction to Managing the Global Sales Force  2. Culture and Sales  3. Personal Sales in a Global Context   4. Cross-Cultural Communications, Negotiations, and The Global Selling Process, Part 1  5. The Global Selling Process, Part II  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  13. Identifying and Forecasting Global Markets  14. Sales Force Strategies in the Global Marketplace  15. Customer Relationship Management

'The authors have brought together the most up-to-date information to guide salespeople through the global marketplace. This book is essential reading for sales management students and sales managers wishing to succeed in global sales.' - Journal of International Marketing and Marketing Research