By John B Ford
ISBN-10: 0415300436
ISBN-13: 9780415300438
As revenues managers are inspired to control more and more international territories, the artwork of promoting turns into complex and the principles of negotiation extra different. This soaking up ebook considers the various features of cross-cultural revenues administration, to supply salespeople and executives with a advisor to creating the main of the worldwide revenues strength. themes coated contain: * cross-cultural negotiations* hiring, education, motivating and comparing the foreign revenues strength* consumer courting administration (CRM)* revenues territory layout and management.Included within the e-book are ten overseas case reports designed to provide revenues scholars, salespeople and their managers an evidence of numerous cultures and the dilemmas, events and possibilities that come up whilst promoting throughout borders. The skilled overseas authors have introduced jointly the main updated details at the worldwide market - an issue missed through many different texts. whereas nonetheless tackling revenues from a managerial standpoint, its cross-cultural technique makes it crucial analyzing for these wishing to achieve worldwide revenues.
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Extra info for Sales Management: A Global Perspective
Example text
In examining the way firms and countries use the term, we find a great deal of confusion about what globalism means. ” Also, a consumer goods firm like the San Miguel Corporation may describe globalization as expanding its operations in the Philippines and Hong Kong, to Singapore, Indonesia, and Malaysia. In reality this appears to be a regional focus. Global strategies are important, since trade and technology now link most nations of the world. However, few people, including managers, really understand globalization.
A number of global firms have responded to the latest economic changes by reentering the more promising Asian countries. 11 Economic conditions influence the ability of the global sales force to serve their customers. Sales managers with a global perspective understand that Asian accounts might be stagnant, while at the same time US and European sales are higher than normal. In such a situation, sales managers would adjust strategies and assignments to profit from current opportunities. Legal challenges Global sales managers incur different types of legal environments on a daily basis.
What both parties hope in this process is that the original ideas that were in the head of the sender are the same ideas which are understood by the receiver. If the words and phrases are not clear to both parties, the potential for miscommunication is increased. This miscommunication is possible between the sales manager and salesperson and the salesperson and the customer. The key is to be sensitive to the language differences that might exist between the two parties and to seek clarifications wherever possible so that the chances of mutual understanding are increased.