Cross-Cultural Personal Selling

Agents’ Competences in International Personal Selling of Services

Business & Finance, Economics, International, Marketing & Sales
Cover of the book Cross-Cultural Personal Selling by Anna Antczak, Barbara A. Sypniewska, Springer International Publishing
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Author: Anna Antczak, Barbara A. Sypniewska ISBN: 9783319555775
Publisher: Springer International Publishing Publication: July 7, 2017
Imprint: Palgrave Macmillan Language: English
Author: Anna Antczak, Barbara A. Sypniewska
ISBN: 9783319555775
Publisher: Springer International Publishing
Publication: July 7, 2017
Imprint: Palgrave Macmillan
Language: English

Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones. Agents and personal sellers must be aware of these differences and be familiar with the expectations of customers. Cross-cultural Personal Selling provides extensive empirical research results with special emphasis on competences, skills and qualifications of personal sellers which are necessary for successful, effective and efficient promotion campaigns aimed at customers from different cultures. Academics of international marketing and promotion will find this study extremely useful, as well as practitioners looking to expand their knowledge on personal selling.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones. Agents and personal sellers must be aware of these differences and be familiar with the expectations of customers. Cross-cultural Personal Selling provides extensive empirical research results with special emphasis on competences, skills and qualifications of personal sellers which are necessary for successful, effective and efficient promotion campaigns aimed at customers from different cultures. Academics of international marketing and promotion will find this study extremely useful, as well as practitioners looking to expand their knowledge on personal selling.

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