|
Chapter
|
Buy
this book for only £6.99 
|
|
1
|
Introduction
What makes global sales different? |
|
2
|
Whatare
Global Sales?
Who
should sell overseas? Patience and sensitivity - a view from
the field. Standardize or adapt? Country-of-origin effects.
|
|
3
|
The
Evolution of Global Sales
From
the nineteenth-century robber barons to the 1950s. Shipping.
Europe and Japan recover. Busting a vitamin cartel.
|
|
4
|
The
E-Dimension
The
consumer markets. Cannibalization. Travel.
|
|
5
|
The
Global Dimension
Quality.
The metric system. ISO 9000. Global demand. Best practice
varies across the globe.
|
|
6
|
The State of the Art
Defining
the differences. Cross-cultural business-to-business negotiations
and communication. Bargaining tactics and behavior. Adapting
the product. Corruption and Fraud.
|
|
7
|
In Practice-Global Sales Success Stories
McDonald's - the mixed blessing of success. Check Point -
mastering indirect sales. Samsung - bringing it all together.
|
|
8
|
Key Concepts and Thinkers
Handling disputes. Intellectual property. The Budweiser wars.
Global strategies. Short-term versus long-term approaches
- do your competitors think the same way as you do?
|
|
9
|
Resources
Resources.
Key books. Key Websites.
|
|
10
|
Ten
Steps to Effective Global Sales
Ten
Steps to Making Global Sales Work Key opportunities and issues
in global sales, including: Using local people. Packaging
and labelling problems. Coping with cultural differences.
|
