UBI-GM-Presentation17-19.050112-mkg n sales ppt

Personal Selling, Sales Management &

International Negotiating

Chapters 17 & 19

McGraw-Hill/Irwin © 2005 The McGraw-Hill Companies, Inc. All rights reserved.

PowerPoint presentation prepared by:

Alfred Lowey-Ball

Associate Professor of Marketing

UBI-United Business Institutes

Brussels, Belgium

Chapter Outline

• Designing the sales force

• Select & Recruit Marketing and sales personnel

• Training for international marketing

• Motivating Sales Personnel and Compensation

• Evaluating and controlling sales personnel

• The changing profile of the global manager

• Foreign language skills

• The pervasive impact of culture on Negotiation

behaviour

• Implications for managers and negotiators

• Designing the sales force

• Select & Recruit Marketing and sales personnel

• Training for international marketing

• Motivating Sales Personnel and Compensation

• Evaluating and controlling sales personnel

• The changing profile of the global manager

• Foreign language skills

• The pervasive impact of culture on Negotiation

behaviour

• Implications for managers and negotiators