Sales Management: A Global Perspective

by Honeycutt, Earl D.; Ford, John B.; Simintiras, Antonis C.

• ISBN13: 9780203451182
• ISBN10: 020345118X
• Copyright: 2003-03-20
• Publisher: Taylor & Francis

Summary

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

Author Biography

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

Table of Contents

An Introduction to Managing the Global Sales Force

Introduction, Sales Management in the Global Environment

Globalization, Technological Innovations

Demographic Changes

Relationship Marketing

Economic Changes

Legal Challenges

Ethical Challenges

Exhibits: Managing an International Sales Force and Understanding Different Cultures

Culture and Sales

Introduction

Acculturation and Assimilation

Levels of Cultural Aggregation (Global, Regional, and National Culture)

The Components of Culture (Communication, Religion, Education, Aesthetics, Social Organizations, Technology, Time, Values, and Norms) and Building Better Relationships with Salespeople

Tables: Types of Nonverbal Communication and The Components of Culture

Personal Sales in a Global Context

Introduction

Sales Profession Evolution

Firm Philosophies

Importance of Firm Orientations

Sales Force Activities

Personal Selling Jobs

Ethical Forces (Teleological versus Deontological philosophies)

Ethics in the Global Marketplace (Discrimination, Bribery, Product Issues, and Pricing Issues) and Ethical Codes of Conduct

Table: Local Terminology for Bribery and Exhibit: Bribery Rampant in Eastern Europe

Cross-Cultural Communications, Negotiations, and The Global Selling Process

Introduction

Inter-Personal Communications Process

The Negotiation Process (Antecedents to Negotiation, Individual Differences, Pre-negotiation Expectations, Goal Compatibility, and Trust)

Information Variables (Sense Making and Sense Giving)

Outcomes

The Global Selling Process (Finding Customers, Qualifying, and Preparing)

Figures: Interpersonal Communication Process and Cross-Cultural Negotiation Process

Exhibit: Methods of Finding Customers

The Global Selling Process

Introduction

Relationship Building

Product Offering (Stimulus Response, Mental States, Needs Satisfaction, Problem Solving, and Consultative Selling)

Offer Clarification

Securing the Purchase

Maintaining the Relationship, Ethical Considerations

Exhibits: Greetings and Toasts, What is a Buying Center?, Benefits of Canned Sales Presentations, and Consultative Selling Skill Set, and Forging Global Relationships, Table: The Salesperson and Role Conflict

Global Sales Organizations

Introduction, Analyzing and Building a Sales Organization

Analyzing the Environment

Deciding Upon an Organization

Sales Force Organizational Concepts (Generalist/Specialist, Centralization, Span of Control, and Line/Staff)

Selecting the Best Organizational Option (Geographical, Product, Market, Functional, or Combination)

Sales Structures in Global Markets, Multiple Sales Force Options (National and Global Account Management, Agents, Representatives, Indirect Channels, and Supplemental Sales Methods)

Technical Support, and Evaluating the Organization

Tables: Suggested Span of Control Ratios, Positive/Negative Aspects of Territory Design, Guidelines for Organizing the Global Sales Force

Figures: Analyzing and Building a Sales Organization, Organizational Level and Planning, and Line and Staff Positions

Selecting the Global Sales Force

Introduction

Importance of Selection Decisions

Cultural Impact on Selection Process

Global Sales Force Decisions (Expatriates, Local Hires, Third-Country Hires)

Characteristics of Successful Salespersons

Identifying Successful Characteristics

Generating Applicants

Selection Procedures (Forms, Tests, Interviews, References, and Physical Exams)

Making the Job Offer

Exhibits: Job Description, Open Sales Advertisement, Blind Sales Advertisement, and Can Testing Reduce Recruiting Risks

Table: Structured Interview Questions and Answers

Sales T

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