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SALES MANAGEMENT Chapter Fifteen

SALES MANAGEMENT Chapter Fifteen. Sales Management. Overview 1. Market Entry Options and Sales Force Strategy 2. Cultural Considerations 3. Impact of Culture on Sales Management and Personal Selling 4. Expatriates. Overview.

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SALES MANAGEMENT Chapter Fifteen

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  1. SALES MANAGEMENTChapter Fifteen John Wiley & Sons, Inc c 1998

  2. Sales Management • Overview • 1. Market Entry Options and Sales Force Strategy • 2. Cultural Considerations • 3. Impact of Culture on Sales Management and Personal Selling • 4. Expatriates John Wiley & Sons, Inc c 1998

  3. Overview • Exhibit 15-1 International Sales Strategy and Intercultural Considerations John Wiley & Sons, Inc c 1998

  4. 1. Market Entry Options and Sales Force Strategy • Exhibit 15-2 Degree of Involvement and Sales Management Issues • Role of Foreign Governments John Wiley & Sons, Inc c 1998

  5. 2. Cultural Considerations • Personal Selling • Cultural Generalization • Exhibit 15-3 Five Cultural Dimensions • Corporate Culture • Myers-Briggs Type Indicator • Exhibit 15-4 Myers-Briggs Type Indicator of Personal Characteristics John Wiley & Sons, Inc c 1998

  6. 3. Impact of Culture on Sales Management and Personal Selling Process • Sales Force Objectives • Sales Force Strategy • Recruiting and Selecting • Training John Wiley & Sons, Inc c 1998

  7. 3. Impact of Culture on Sales Management and Personal Selling Process • Supervising • Motivation and Compensation • Management Style • Ethical Perceptions • Evaluating John Wiley & Sons, Inc c 1998

  8. 4. Expatriates • Advantages of Expatriates • Better Communications • Development of Talent • Difficulties of Sending Expatriates Abroad • Cross-Cultural Training • Motivation John Wiley & Sons, Inc c 1998

  9. 4. Expatriates (cont) • Compensation • Exhibit 15-5 The Price of an Expatriate • Family Discord • The Return of the Expatriate - Repatriation • Generalizations About When Expatriates are Good/Bad John Wiley & Sons, Inc c 1998

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