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John Wiley & Sons, Inc c 19981 SALES MANAGEMENT Chapter Fifteen.

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Presentation on theme: "John Wiley & Sons, Inc c 19981 SALES MANAGEMENT Chapter Fifteen."— Presentation transcript:

1 John Wiley & Sons, Inc c SALES MANAGEMENT Chapter Fifteen

2 John Wiley & Sons, Inc c 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

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

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

5 John Wiley & Sons, Inc c 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

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

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

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

9 John Wiley & Sons, Inc c 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


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