Selecting and training the international sales force: comparison of China and Slovakia
Article Abstract:
Issues concerning the hiring and training of international sales personnel by global companies are examined, focusing on the experience of over 100 companies in China and Slovakia. Topics include business concerns for countries that have abandoned state-planned economies, differences in selection and training procedures for companies operating in China and Slovakia, and the difference between sales training for global and domestic companies.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Technology improves sales performance - doesnEt it?: An introduction to the special issue on selling and sales technology
Article Abstract:
Many areas of sales force automation are examined to provide both practicing managers and sales force academicians with a clearer perspective of new sales force technology or sales force automation (SFA) in the B2B marketplace. The impact of technology on B2B personal selling and sales management is discussed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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