John Wiley & Sons, I nc c 1998
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SALES MANAGEMENT
John Wiley & Sons, I nc c 1998
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Sales Management
• Overview
• 1. Market Entry Options and Sales Force Strategy
• 2. Cultural Considerations
• 3. Impact of Culture on Sales Management and Personal Selling
John Wiley & Sons, I nc c 1998
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Overview
John Wiley & Sons, I nc c 1998
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1. Market Entry Options and Sales Force
Strategy
– Exhibit 15-2 Degree of Involvement and Sales Management Issues
John Wiley & Sons, I nc c 1998
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2. Cultural Considerations
• Personal Selling
• Cultural Generalization
– Exhibit 15-3 Five Cultural Dimensions
• Corporate Culture
• Myers-Briggs Type Indicator
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3. Impact of Culture on Sales
Management and Personal Selling
Process
• Sales Force Objectives • Sales Force Strategy
John Wiley & Sons, I nc c 1998
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3. Impact of Culture on Sales
Management and Personal Selling
Process
• Supervising
– Motivation and Compensation – Management Style
– Ethical Perceptions
John Wiley & Sons, I nc c 1998
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4. Expatriates
• Advantages of Expatriates
– Better Communications – Development of Talent
• Difficulties of Sending Expatriates Abroad
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4. Expatriates (cont)
• Compensation
– Exhibit 15-5 The Price of an Expatriate
• Family Discord
• The Return of the Expatriate - Repatriation • Generalizations About When Expatriates
