Training Multicultural Sales Managers

Rolph Anderson, Rajiv Mehta

Research output: Chapter in Book/Report/Conference proceedingChapter

Abstract

Today’s sales managers need comprehensive multicultural training to successfully prepare their sales forces to sell in increasingly diverse domestic and foreign markets. Yet, the sparse literature on sales management training indicates that most sales managers do not receive any training for their multicultural roles. Unless sales managers begin receiving multicultural training, their sales forces and their companies will have difficulty competing in the 21st Century.

Original languageEnglish (US)
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Pages64-67
Number of pages4
DOIs
StatePublished - 2015
Externally publishedYes

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

All Science Journal Classification (ASJC) codes

  • Marketing
  • Strategy and Management

Keywords

  • Foreign Market
  • Marketing Orientation
  • Personal Selling
  • Sales Force
  • Sales Manager

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