@inbook{d46202a3aea0411799fa2616f715fbbc,
title = "Developing Managers Who can Manage and Lead Sales Forces in Multicultural Markets",
abstract = "Today{\textquoteright}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.",
keywords = "Chinese Negotiator, Multicultural Training, Personal Selling, Sales Force, Sales Manager",
author = "Rolph Anderson and Rajiv Mehta",
note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.",
year = "2015",
doi = "10.1007/978-3-319-17383-2_72",
language = "English (US)",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
publisher = "Springer Nature",
pages = "368--372",
booktitle = "Developments in Marketing Science",
address = "United States",
}