Business & Economics Books:

Sales Management

Sorry, this product is not currently available to order

Here are some other products you might consider...

Sales Management

A Global Perspective

Customer rating

Click to share your rating 0 ratings (0.0/5.0 average) Thanks for your vote!

Share this product

Sales Management by John B. Ford
Sorry, this product is not currently available to order


As sales managers are encouraged to manage increasingly global territories, the art of selling is more complicated than ever and the rules of negotiation more diverse. This 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 10 case studies, featuring companies from the US, Europe, New Zealand and Asia, all designed to give both sales students, salespeople and their managers an explanation of what diverse cultures entails, and the dilemmas, situations and opportunities that arise when selling across borders. The authors have international experience of both the theory and practice of selling, and have brought together the most up-to-date information to guide salespeople through the global marketplace. Sales Management: A Global Perspective differentiates itself from existing sales books, in that it clearly addresses the global marketplace, a subject neglected by most other texts. While still tackling sales from a managerial perspective, the cross-cultural approach of this volume makes this essential reading for sales management students, and sales managers seeking to succeed in global sales

Author Biography

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.
Release date NZ
March 20th, 2003
Country of Publication
United Kingdom
Product ID

Customer reviews

Nobody has reviewed this product yet. You could be the first!

Write a Review

Marketplace listings

There are no Marketplace listings available for this product currently.
Already own it? Create a free listing and pay just 9% commission when it sells!

Sell Yours Here

Help & options

  • If you think we've made a mistake or omitted details, please send us your feedback. Send Feedback
  • If you have a question or problem with this product, visit our Help section. Get Help
Filed under...

Buy this and earn 626 Banana Points