GMMCH15.ppt 92KB Jun 05 2011 09:30:25 PM

SALES MANAGEMENT
Chapter Fifteen

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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
• 4. Expatriates
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Overview
– Exhibit 15-1 International Sales Strategy and

Intercultural Considerations

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1. Market Entry Options and Sales Force
Strategy
– Exhibit 15-2 Degree of Involvement and Sales
Management Issues

• Role of Foreign Governments

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2. 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
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3. Impact of Culture on Sales
Management and Personal Selling
Process
•
•
•
•

Sales Force Objectives
Sales Force Strategy

Recruiting and Selecting
Training

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3. Impact of Culture on Sales
Management and Personal Selling
Process
• Supervising
– Motivation and Compensation
– Management Style
– Ethical Perceptions

• Evaluating

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4. Expatriates
• Advantages of Expatriates
– Better Communications
– Development of Talent

• Difficulties of Sending Expatriates Abroad
– Cross-Cultural Training
– Motivation

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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
are Good/Bad

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