Download Sales Management: A Global Perspective by John B Ford PDF

By John B Ford

As revenues managers are inspired to control more and more worldwide territories, the artwork of promoting turns into complex and the principles of negotiation extra varied. This soaking up booklet considers the various points of cross-cultural revenues administration, to supply salespeople and executives with a consultant to creating the main of the worldwide revenues strength. issues lined comprise: * cross-cultural negotiations* hiring, education, motivating and comparing the overseas revenues strength* buyer dating administration (CRM)* revenues territory layout and management.Included within the e-book are ten foreign case experiences designed to offer revenues scholars, salespeople and their managers a proof of various cultures and the dilemmas, occasions and possibilities that come up while promoting throughout borders. The skilled overseas authors have introduced jointly the main up to date info at the worldwide market - a subject matter overlooked by means of many different texts. whereas nonetheless tackling revenues from a managerial standpoint, its cross-cultural technique makes it crucial examining for these wishing to achieve worldwide revenues.

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Sales Management: A Global Perspective

As revenues managers are inspired to control more and more worldwide territories, the paintings of promoting turns into advanced and the foundations of negotiation extra diversified. This soaking up e-book considers the various elements of cross-cultural revenues administration, to supply salespeople and executives with a advisor to creating the main of the worldwide revenues strength.

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Andy Cohen, “Small World, Big Challenge,” Sales and Marketing Management, June 1996, 69–73. 13 INTRODUCTION AND CULTURE Therefore, sales supervisors must manage a global sales force differently than they would a domestic sales force. The major difference in this shift is that global sales managers must contend with diverse cultures and languages, unfamiliar territories, different legal systems and ethical standards, while achieving goals through a sales force that may be based halfway around the globe.

While there might be certain similarities across the countries of a particular region, it is more likely that individual country differences far outweigh any similarities. The sales manager who thinks that all Asian customers can be lumped together and chooses a Japanese salesperson to call on all Asian customers will likely have difficulties. , religion), the historical relations between Japan and certain Asian neighbors have been strained. There is little love between Japan and Korea or between Japan and China, and although this is slowly diminishing over time, there are still problems.

Acculturation and Assimilation. Power distance, Uncertainty avoidance, Masculinity/Femininity, Individualism/Collectivism, and Confucian dynamism. Components of culture. Idioms, Dialects and Vernacular. High context and Low context cultures. Nonverbal communication. Culture affects everything that we as human beings do. It permeates our thoughts as well as our actions. 1 What seems obvious is that learning is a key ingredient, and society is the primary provider of that learning. We define culture as: all of the behavioral traits that we acquire from and share with the members of our society.

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