Sales Management: A Global Perspective

, by Honeycutt, Earl D.; Ford, John B.; Simintiras, Antonis C.

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ISBN: 9780203451182 | 020345118X
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Copyright: 3/20/2003

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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.

An Introduction to Managing the Global Sales Force
Introduction, Sales Management in the Global Environment
Globalization, Technological Innovations
Demographic Changes
Relationship Marketing
Economic Changes
Legal Challenges
Ethical Challenges
Exhibits: Managing an International Sales Force and Understanding Different Cultures
Culture and Sales
Introduction
Acculturation and Assimilation
Levels of Cultural Aggregation (Global, Regional, and National Culture)
The Components of Culture (Communication, Religion, Education, Aesthetics, Social Organizations, Technology, Time, Values, and Norms) and Building Better Relationships with Salespeople
Tables: Types of Nonverbal Communication and The Components of Culture
Personal Sales in a Global Context
Introduction
Sales Profession Evolution
Firm Philosophies
Importance of Firm Orientations
Sales Force Activities
Personal Selling Jobs
Ethical Forces (Teleological versus Deontological philosophies)
Ethics in the Global Marketplace (Discrimination, Bribery, Product Issues, and Pricing Issues) and Ethical Codes of Conduct
Table: Local Terminology for Bribery and Exhibit: Bribery Rampant in Eastern Europe
Cross-Cultural Communications, Negotiations, and The Global Selling Process

Introduction
Inter-Personal Communications Process
The Negotiation Process (Antecedents to Negotiation, Individual Differences, Pre-negotiation Expectations, Goal Compatibility, and Trust)
Information Variables (Sense Making and Sense Giving)
Outcomes
The Global Selling Process (Finding Customers, Qualifying, and Preparing)
Figures: Interpersonal Communication Process and Cross-Cultural Negotiation Process
Exhibit: Methods of Finding Customers
The Global Selling Process

Introduction
Relationship Building
Product Offering (Stimulus Response, Mental States, Needs Satisfaction, Problem Solving, and Consultative Selling)
Offer Clarification
Securing the Purchase
Maintaining the Relationship, Ethical Considerations
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
Global Sales Organizations
Introduction, Analyzing and Building a Sales Organization
Analyzing the Environment
Deciding Upon an Organization
Sales Force Organizational Concepts (Generalist/Specialist, Centralization, Span of Control, and Line/Staff)
Selecting the Best Organizational Option (Geographical, Product, Market, Functional, or Combination)
Sales Structures in Global Markets, Multiple Sales Force Options (National and Global Account Management, Agents, Representatives, Indirect Channels, and Supplemental Sales Methods)
Technical Support, and Evaluating the Organization
Tables: Suggested Span of Control Ratios, Positive/Negative Aspects of Territory Design, Guidelines for Organizing the Global Sales Force
Figures: Analyzing and Building a Sales Organization, Organizational Level and Planning, and Line and Staff Positions
Selecting the Global Sales Force
Introduction
Importance of Selection Decisions
Cultural Impact on Selection Process
Global Sales Force Decisions (Expatriates, Local Hires, Third-Country Hires)
Characteristics of Successful Salespersons
Identifying Successful Characteristics
Generating Applicants
Selection Procedures (Forms, Tests, Interviews, References, and Physical Exams)
Making the Job Offer
Exhibits: Job Description, Open Sales Advertisement, Blind Sales Advertisement, and Can Testing Reduce Recruiting Risks
Table: Structured Interview Questions and Answers
Sales T
Table of Contents provided by Publisher. All Rights Reserved.

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Sales Management: A Global Perspective

Summary

Author Biography

Table of Contents

Supplemental Materials

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Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

Sales Management: A Global Perspective

Summary

Author Biography

Table of Contents

Supplemental Materials

Digital License