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SALES MANAGEMENT Chapter Fifteen

Learn market entry options, cultural considerations, and impact of culture on sales force management. Explore managing expatriates and international strategies.

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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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