ABSTRACT

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.

  • Shows how to develop a marketing and sales strategy for globalization
  • Details regional versus country-specific profiles
  • Explains what all sales personnel need to know about export trade compliance, logistics, and supply chain operations
  • Provides sales and negotiation skill sets

chapter 1|33 pages

The Importance of Business Development

chapter 2|21 pages

Domestic versus Global

chapter 3|22 pages

The Sales Business Model

chapter 4|44 pages

Sales Skill Sets

chapter 5|23 pages

Sales Management 101

chapter 7|32 pages

Negotiation in Business Development