Ford, J: Sales Management

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en Limba Engleză Carte Hardback – 20 Mar 2003
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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ISBN-13: 9780415300438
ISBN-10: 0415300436
Pagini: 336
Ilustrații: 25ill.16tabs.
Dimensiuni: 181 x 246 x 23 mm
Greutate: 0.75 kg
Ediția: 1
Editura: Taylor & Francis


1. An Introduction to Managing the Global Sales Force
1.1 Introduction, Sales Management in the Global Environment 1.2 Globalization, Technological Innovations 1.3 Demographic Changes 1.4 Relationship Marketing 1.5 Economic Changes 1.6 Legal Challenges 1.7 Ethical Challenges 1.8 Exhibits: Managing an International Sales Force and Understanding Different Cultures
2: Culture and Sales
2.1 Introduction 2.2 Acculturation and Assimilation 2.3 Levels of Cultural Aggregation (Global, Regional, and National Culture) 2.4 The Components of Culture (Communication, Religion, Education, Aesthetics, Social Organizations, Technology, Time, Values, and Norms) and Building Better Relationships with Salespeople 2.5 Tables: Types of Nonverbal Communication and The Components of Culture.
3: Personal Sales in a Global Context
3.1 Introduction 3.2 Sales Profession Evolution 3.3 Firm Philosophies 3.4 Importance of Firm Orientations 3.5 Sales Force Activities 3.6 Personal Selling Jobs 3.7 Ethical Forces (Teleological versus Deontological philosophies) 3.8 Ethics in the Global Marketplace (Discrimination, Bribery, Product Issues, and Pricing Issues) and Ethical Codes of Conduct 3.9 Table: Local Terminology for Bribery and Exhibit: Bribery Rampant in Eastern Europe.
4: Cross-Cultural Communications, Negotiations, and The Global Selling Process, Part 1.
4.1 Introduction 4.2 Inter-Personal Communications Process 4.3 The Negotiation Process (Antecedents to Negotiation, Individual Differences, Pre-negotiation Expectations, Goal Compatibility, and Trust) 4.4 Information Variables (Sense Making and Sense Giving) 4.5 Outcomes 4.6 The Global Selling Process (Finding Customers, Qualifying, and Preparing) 4.7 Figures: Interpersonal Communication Process and Cross-Cultural Negotiation Process 4.8 Exhibit: Methods of Finding Customers.
5: The Global Selling Process, Part II
5.1 Introduction 5.2 Relationship Building 5.3 Product Offering (Stimulus Response, Mental States, Needs Satisfaction, Problem Solving, and Consultative Selling) 5.4 Offer Clarification 5.5 Securing the Purchase 5.6 Maintaining the Relationship, Ethical Considerations 5.7 Exhibits: Greetings and Toasts, What is a Buying Center?, Benefits of Canned Sales Presentations, and Consultative Selling Skill Set, and Forging Global Relationships, Table: The Salesperson and Role Conflict.
6: Global Sales Organizations
6.1 Introduction, Analyzing and Building a Sales Organization 6.2 Analyzing the Environment 6.3 Deciding Upon an Organization 6.4 Sales Force Organizational Concepts (Generalist/Specialist, Centralization, Span of Control, and Line/Staff) 6.5 Selecting the Best Organizational Option (Geographical, Product, Market, Functional, or Combination) 6.6 Sales Structures in Global Markets, Multiple Sales Force Options (National and Global Account Management, Agents, Representatives, Indirect Channels, and Supplemental Sales Methods) 6.7 Technical Support, and Evaluating the Organization 6.8 Tables: Suggested Span of Control Ratios, Positive/Negative Aspects of Territory Design, Guidelines for Organizing the Global Sales Force 6.9 Figures: Analyzing and Building a Sales Organization, Organizational Level and Planning, and Line and Staff Positions.
7: Selecting the Global Sales Force
7.1 Introduction 7.2 Importance of Selection Decisions 7.3 Cultural Impact on Selection Process 7.4 Global Sales Force Decisions (Expatriates, Local Hires, Third-Country Hires) 7.5 Characteristics of Successful Salespersons 7.6 Identifying Successful Characteristics 7.7 Generating Applicants 7.8 Selection Procedures (Forms, Tests, Interviews, References, and Physical Exams) 7.9 Making the Job Offer 7.10 Exhibits: Job Description, Open Sales Advertisement, Blind Sales Advertisement, and Can Testing Reduce Recruiting Risks 7.11 Table: Structured Interview Questions and Answers.
8: Sales T

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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.