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Guidelines for managing an international sales force

Authors
Journal
Industrial Marketing Management
0019-8501
Publisher
Elsevier
Publication Date
Volume
24
Issue
2
Identifiers
DOI: 10.1016/0019-8501(94)00040-4

Abstract

Abstract In today's global economy, increasing numbers of companies are entering the international marketplace. For many companies, the role played by the sales manager will ultimately determine the success of the firm. Whereas all sales managers plan, implement, and control activities, these areas of responsibility become far more complex in the global arena. This article examines the principal managerial functions, discusses specific situations, and provides guidelines to assist sales managers with their role in the global marketplace.

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