Sales Management: A Global Perspective

Sales Management: A Global Perspective

Sales Management: A Global Perspective

Sales Management: A Global Perspective


Designed to prepare upper-level undergraduate and graduate business students for work in the field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.


Most texts on the subject of selling tend to relate the subject from a domestic standpoint and do not take into account the broader global perspective. This text examines in detail those more complicated relationships that tend to dominate international selling and explains why people behave differently. It looks at the nature of culture in this context and explains how this can affect the task of selling, so a more ‘scientific’ approach is adopted in this respect rather than simply through the provision of anecdotal advice.

Guidance is then provided in both the text, and the many international cases that form part of it, as to how, by understanding these relationships, sales management can be successful. This is especially poignant in these modern times, when markets throughout the world are becoming more closely integrated through gatt accords that seek to take away restrictions to world trade and the expansion of trading blocks (e.g., the European Union has just set about its next phase of expansion as this foreword was being written). One of the guiding principles of this book has been ‘to bridge the gap between theory and practice’ and in this respect it has been outstandingly successful.

The book is useful for both students and practitioners alike and in this respect it is eminently “readable, ” but at an intelligent level. the three authors are well known authoritative sources on the subject of selling in an international context and each has published, practiced and written widely in this area. the book is well organized and each chapter indicates a number of learning objectives. Practical vignettes permeate the text to demonstrate the relevance of material that has been presented. Chapter summaries assist in terms of providing an effective aide memoire as do the discussion questions that can be used in a practical manner for individual or group work. the case studies at the end allow the reader to understand the significance of ideas that have been presented throughout the text.

In terms of its logic, the book contains fifteen chapters that start from a general cultural perspective and then go on to show how these are applicable in the framework of personal selling. It then adopts a more global approach relation to aspects of negotiation and the actual selling process including the contemporary area of building relationships. a more macro approach is then adopted as aspects of building a global sales force are examined. the practical aspects of how this can be attained are explained in terms of selection, training, motivation, compensation and management of a global sales force. Forecasting and its implications for sales force planning is then examined along with strategic issues in a Global . . .

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