Standard Article

Global Sales Management

Part 6. International Marketing

  1. Earl D. Honeycutt Jr

Published Online: 15 DEC 2010

DOI: 10.1002/9781444316568.wiem06039

Wiley International Encyclopedia of Marketing

Wiley International Encyclopedia of Marketing

How to Cite

Honeycutt, E. D. 2010. Global Sales Management. Wiley International Encyclopedia of Marketing. 6.

Author Information

  1. Elon University, Elon, NC, USA

Publication History

  1. Published Online: 15 DEC 2010

Abstract

The sales-related operational decisions and personnel actions that firm managers engage in when selling in overseas markets that differ in cultural, legal, social, and economic practices. Sales executives and managers must master the challenges of working across national and cultural borders found in today's global economy. Global sales management can be divided into sales strategies and human resource practices. For example, the firm must determine whether they should partner with companies that can sell their product or introduce a mix of expatriate, local, and third-countries sales staff. Owing to different cultural and managerial practices in overseas locations, managing disparate salespersons is a complex and frustrating experience.

Keywords:

  • culture;
  • partnerships;
  • ethnocentrism;
  • global account management;
  • marketing strategy