Mastering Global Business Development and Sales Management

1. Auflage 2020
ISBN: 978-1-4822-2623-2
Verlag: CRC Press

Buch, Englisch, 362 Seiten, Format (B × H): 161 mm x 240 mm, Gewicht: 710 g

Reihe: The Global Warrior Series

Mastering Global Business Development and Sales Management focuses on the importance of companies and executives recognizing that their organization is sales driven, and that there is a definite pronounced connection between sales and all other aspects of how a company operates. It details the sales manager's role in developing sales personnel, delivering new business to the organization, and otherwise becoming a driving force for the overall prosperity of the company. This book differentiates itself by providing the essence of international sales management.

- Shows how to develop a marketing and sales strategy for globalization

- Details regional versus country-specific profiles

- Explains what all sales personnel need to know about export trade compliance, logistics, and supply chain operations

- Provides sales and negotiation skill sets

Zielgruppe

Professional Practice & Development

Autoren/Hrsg.

Cook, Thomas A.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Qualitätsmanagement, Qualitätssicherung (QS), Total Quality Management (TQM)
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Einkauf, Logistik, Supply-Chain-Management

Inhaltsverzeichnis

Chapter 1: The Importance of Business Development. Chapter 2: Domestic Versus Global. Chapter 3: The Sales Business Model. Chapter 4: Sales Skill Sets. Chapter 5: Sales Management 101. Chapter 6: Discerning Marketing, Sales and Customer Service. Chapter 7: Negotiation in Business Development. Chapter 8: Best Practices in Sales Management and Business Development. Appendix.

Über Autor(innen)

Thomas A. Cook is the former CEO of American River International, a company that has specialized in the time-sensitive and unique handling needs of the communications, broadcast, and high-tech industries for more than 16 years.