Global Selling and Sales Management--Cross Cultural Issues--National Character

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p73
Academic Journal
This article discusses some articles on cross cultural issues in global selling and sales management, published in several journals. According to the article "Managing the Effects of Culture Shock and Sojourner Adjustment on the Expatriate Industrial Sales Force," by Bonnie S. Guy and W.E. Patton, published in the journal Industrial Marketing Management, expatriate sales forces are known to be expensive and often ineffective. In fact, it has been estimated that thirty to fifty percent of expatriates are ineffective or marginally effective. The article continues to discuss the implication of culture shock on the industrial sales force and offers managerial suggestions for the firm that has, or is planning to implement, an expatriates sales force. According to the article "Potential Problems and Solutions When Hiring and Training a Worldwide Sales Team," by Earl D. Honeycutt, John B. Ford and Lew Kurtzman, with the increased importance of international markets, sales managers face new challenges culminating from differences in culture and business practices.


Related Articles

  • HOW GOOD ARE MANAGERS AT EVALUATING SALES PROBLEMS? Lilly, Bryan; Porter, Thomas W.; Meo, A. William // Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p51 

    This study examines how sales managers evaluate the severity of problems facing their sales units. Attribution literature is utilized to understand how managers may misjudge the severity of these problems. Interviews were used to identify typical sales problems and to develop measures of...

  • AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE. Rouzies, Dominique; Macquin, Anne // Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p61 

    Globalization, euro-driven transparency, and new sales territory designs are among the numerous indications announcing sales force restructuring in Europe. When confronted by such issues, managers need to reassess the way they monitor, direct, evaluate, and compensate salespeople. Indeed, those...

  • The key step to take before you try to wow your customer.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p2 

    The article suggests knowing customer's expectation as the key step to take before trying to exceed it. It notes that the easiest way to achieve this is to open a discussion about expectations with questions about smaller details. This step will also give the salesman time to orchestrate a...

  • Boost your sales effectiveness with the strategic use of color.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents the strategic use of color to boost sales effectiveness including red as a power color which also conveys strength, boldness, passion, danger and risk, blue as the color of reliability, peace and trustworthiness and green as the color of money, prosperity, growth and abundance.

  • Take out the garbage. Port, Michael // Entrepreneur;Aug2009, Vol. 37 Issue 8, p26 

    The article presents effective sales methods. The author suggests that sales personnel should become a masterful permission marketer. He also recommends the need for sales personnel to listen to their customers' preferred products. He further emphasizes the importance of building credibility...

  • SALES TOOLBOX.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents sales tools to aid salesmen in dealing with prospects including phrasing benefits of product or service in terms of how well results of it will reflect on the prospect's personality, overcoming presentation jitters by focusing on the subject of the presentation, and keeping...

  • Global Selling and Sales Management--Cross Cultural Issues--National Character  // Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p78 

    The article presents abstracts related to global selling and sales management. "The Determinants of Trust in Supplier-Automaker Relationships in the U.S., Japan, and Korea" and "Cultural Influences on Adaptation to Fluid Workgroups and Teams."

  • 20 Crucial Sales Stats Every Salesperson Should Know. Offenberger, Brian // SDM: Security Distributing & Marketing;Dec2015, Vol. 45 Issue 12, p60 

    The article focuses on some crucial points related to sales that every salesperson should know. It is mentioned that an average of seven people are involved in most buying decisions in firms with between 100 and 500 employees. It is stated that after one follow up, 44% of salespeople give up. It...

  • Here's a mastery lesson on deal making for sales masters. Gitomer, Jeffrey // Inside Tucson Business;5/14/2007, Vol. 16 Issue 49, p16 

    The article presents the key points for sales executives to master in order to close a sales deal. It is suggested that sales executives should create a buying atmosphere with questions, value, and passion. They should be friendly to customers and established a relationship. When customers have...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics