1. John Wiley & Sons, Inc c 19981 SALES MANAGEMENT Chapter Fifteen

2. John Wiley & Sons, Inc c 19982 Sales Management Overview 1. Market Entry Options and Sales Force Strategy 2. Cultural Considerations 3. Impact of Culture on Sales Management and Personal Selling 4. Expatriates

3. John Wiley & Sons, Inc c 19983 Overview –Exhibit 15-1 International Sales Strategy and Intercultural Considerations

4. John Wiley & Sons, Inc c 19984 1. Market Entry Options and Sales Force Strategy –Exhibit 15-2 Degree of Involvement and Sales Management Issues Role of Foreign Governments

5. John Wiley & Sons, Inc c 19985 2. Cultural Considerations Personal Selling Cultural Generalization –Exhibit 15-3 Five Cultural Dimensions Corporate Culture Myers-Briggs Type Indicator –Exhibit 15-4 Myers-Briggs Type Indicator of Personal Characteristics

6. John Wiley & Sons, Inc c 19986 3. Impact of Culture on Sales Management and Personal Selling Process Sales Force Objectives Sales Force Strategy Recruiting and Selecting Training

7. John Wiley & Sons, Inc c 19987 3. Impact of Culture on Sales Management and Personal Selling Process Supervising –Motivation and Compensation –Management Style –Ethical Perceptions Evaluating

8. John Wiley & Sons, Inc c 19988 4. Expatriates Advantages of Expatriates –Better Communications –Development of Talent Difficulties of Sending Expatriates Abroad –Cross-Cultural Training –Motivation

9. John Wiley & Sons, Inc c 19989 4. Expatriates (cont) Compensation –Exhibit 15-5 The Price of an Expatriate Family Discord The Return of the Expatriate - Repatriation Generalizations About When Expatriates are Good/Bad