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9780415300438

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'This is the first book I have read that examines all of the skills required to sell in the global market place and guides readers through different cultures and approaches. With its constructive and lively case studies, this is a must for anyone already running a global sales force or studying sales management.' I Ben Knight, Senior Vice President, Customer Management Learning Center, Coca-Cola, Japan; 'This is a comprehensive and detailed guide that will be particularly valuable for those who must deal with sales management at the global level. Given the multi-cultural nature of the United States and so many other countries today, the global perspective offered is also valuable to those whose responsibilities do not cross national borders.' - Willem Burgers, Philips Electronics Chair Professor of Marketing, CEIBS, Shanghai; 'At long last--and not a moment too soon--a sales management text that truly adopts an international perspective in this age of globalization. This work is an easy-to-read, easy-to-use text that will help prepare aspiring and current sales managers to tackle the major issues confronting today's sales forces worldwide.' - Professor Alan Dubinsky, Purdue University/West Lafayette

'The authors have brought together the most up-to-date information to guide salespeople through the global marketplace. This book is essential reading for sales management students and sales managers wishing to succeed in global sales.' - Journal of International Marketing and Marketing Research

Author Information

Earl D. Honeycutt is Professor of Business Administration at Elon University, North Carolina, USA. John B. Ford is Professor of Marketing and International Business at Old Dominion University, Virginia, USA. Antonis Simintiras is Professor of Marketing and Director of the European Business Management School at the University of Wales, Swansea.

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