Global Marketing Management Changes, New Challenges, and Strategies Third Edition
Kiefer Lee Principal Lecturer in Marketing, Sheffield Hallam Univer...
Factors Affecting Global Pricing Decisions Pricing Strategy Specific Price Approaches ,
456 459 462
Price Adaptation
465
Price Changes Special Issues in Global Price Setting
471 472
The Export Order Process Terms of Access Special Trade Terms in Exporting (Incoterms) Export Documentation
482 484 485 485
Part Two Case Study: The Global Thirst for Bottled Soft Drinks
493
PART THREE Implementing and Coordinating Global Marketing Operations Chapter 15: Sales Force Management and Negotiation
499
The Changing Nature of Sales Management International Sales Management Decisions
501 503
Cultural Impact on International Sales Force Management Developing Customer-oriented Personal Selling
506 510
DETAILED CONTENTS
Sales Negotiations and the Effect of Culture
511
Preparing for Selling and Negotiating Preparation for Sales Negotiations The Transactional Sales Negotiation Process The Relationship Approach to Sales Negotiation
512 513 515 515
Ethical Considerations in Global Negotiations The Role of Training
518 520
Chapter 16: Organizing and Controlling Global Marketing Operations
527
Philosophy of Management Planning for Global Marketing Global Control Mechanisms Organizing for Global Marketing Issues in Global Organizational Structures Part Three Case Study: Expanding Higher Education in Southern Africa