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As gross sales managers are inspired to handle more and more international territories, the artwork of promoting turns into difficult and the principles of negotiation extra numerous. This absorbing book considers the various sides of cross-cultural gross sales administration, to offer salespeople and managers with a information to taking advantage of the worldwide gross sales pressure. Subjects coated embrace:
* cross-cultural negotiations
* hiring, coaching, motivating and evaluating the worldwide gross sales pressure
* Buyer Relationship Administration (CRM)
* gross sales territory design and administration.
Included within the book are ten worldwide case research designed to offer gross sales college students, salespeople and their managers an evidence of numerous cultures and the dilemmas, conditions and alternatives that come up when promoting throughout borders.
The skilled worldwide authors have introduced collectively probably the most up-to-date info on the worldwide market – a topic uncared for by many different texts. Whereas nonetheless tackling gross sales from a managerial perspective, its cross-cultural strategy makes it important studying for these wishing to achieve international gross sales.
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