Sales Management: A Global Perspective

Sales Management: A Global Perspective

(Free download) Sales Management: A Global Perspective

Book Snippet : As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations* hiring, training, motivating and evaluating the international sales force* Customer Relationship Management (CRM)* sales territory design and management.Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace – a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

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It is always tempting when fascinated about starting a business to do one thing you might have all the time loved doing – make your hobby your job. But, sadly, within the majority of those cases the businesses simply do not succeed. This is mainly as a result of they’ve been embarked upon with a private bias and never from a purely enterprise perspective. Whatever determination you might make about going it alone, that decision must always be a enterprise one at first.

Accounting is the measurement, processing, and communication of financial information about economic entities 15 sixteen equivalent to businesses and companies The modern discipline was established by the Italian mathematician Luca Pacioli in 1494. 17 Accounting, which has been known as the “language of business”, 18 measures the results of an organization’s financial actions and conveys this info to a wide range of users, including buyers , collectors , management , and regulators 19 Practitioners of accounting are referred to as accountants The terms “accounting” and “financial reporting” are often used as synonyms.

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