Mastering Global Business Development and Sales Management focuses on the importance of companies and executives recognizing that their organization is sales driven, and that there is a definite pronounced connection between sales and all other aspects of how a company operates. It details the sales manager's role in developing sales personnel, delivering new business to the organization, and otherwise becoming a driving force for the overall prosperity of the company. This book differentiates itself by providing the essence of international sales management.
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Shows how to develop a marketing and sales strategy for globalization
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Details regional versus country-specific profiles
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Explains what all sales personnel need to know about export trade compliance, logistics, and supply chain operations
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Provides sales and negotiation skill sets
Preface
Chapter 1 : The Importance of Business Development
Chapter 2 : Domestic Versus Global
Chapter 3 : The Sales Business Model
Chapter 4 : Sales Skill Sets
Chapter 5 : Sales Management 101
Chapter 6 : Discerning Marketing, Sales and Customer Service
Chapter 7 : Negotiation in Business Development
Chapter 8 : Best Practices in Sales Management and Business Development
Appendix
Index
