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Erschienen in:
2015 | OriginalPaper | Buchkapitel
Developing Managers Who can Manage and Lead Sales Forces in Multicultural Markets
verfasst von : Rolph Anderson, Rajiv Mehta
Erschienen in: Proceedings of the 1998 Multicultural Marketing Conference
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Today’s salespeople must be trained to sell in multicultural markets, yet those largely responsible for sales training, i.e., sales managers, also need multicultural training. The limited literature on sales management training indicates that most sales managers receive little or no training, and rarely does the training cover multicultural markets. Unless sales managers receive sufficient multicultural training, their sales forces and their companies will have difficulty competing globally in the 21st Century.