TITLE

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

PUB. DATE
January 1997
SOURCE
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p73
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
9704141126

 

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