ABSTRACT
This chapter builds upon basic knowledge in Chapter 4 that discussed the: (1) interpersonal communication process, (2) sales negotiation process, and (3) initial steps of the global selling process. Chapter 5 completes the remaining five steps of the global selling process, beginning with the first face-to-face meeting between the global salesperson and the prospective cross-cultural customer. It is important to remember how the interpersonal communications and the sales negotiation processes are interwoven into the five personal selling steps. That is, within each of these five steps there are opportunities to both communicate with and influence the customer toward a mutually beneficial agreement. Now the remaining steps of the global selling process, that include a number of illustrative crosscultural examples, are discussed.
