Book chapter
Developing Managers Who can Manage and Lead Sales Forces in Multicultural Markets
Proceedings of the 1998 Multicultural Marketing Conference, pp 368-372
2015
Abstract
Today’s salespeople must be trained to sell in multicultural markets, yet those largely responsible for sales training, i.e., sales managers, also need multicultural training. The limited literature on sales management training indicates that most sales managers receive little or no training, and rarely does the training cover multicultural markets. Unless sales managers receive sufficient multicultural training, their sales forces and their companies will have difficulty competing globally in the 21st Century.
Metrics
9 Record Views
Details
- Title
- Developing Managers Who can Manage and Lead Sales Forces in Multicultural Markets
- Creators
- Rolph Anderson - Drexel UniversityRajiv Mehta - Loyola College
- Publication Details
- Proceedings of the 1998 Multicultural Marketing Conference, pp 368-372
- Conference
- 1998 Multicultural Marketing Conference
- Series
- Developments in Marketing Science: Proceedings of the Academy of Marketing Science
- Publisher
- Springer International Publishing; Cham
- Number of pages
- 1
- Resource Type
- Book chapter
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-85125038658
- Other Identifier
- 991019173857304721