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  1. Cross-Cultural Personal Selling
    Agents' Competences in International Personal Selling of Services
    Author: Antczak, Anna
    Published: 2017; © 2017
    Publisher:  Springer International Publishing, Cham

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    Source: Union catalogues
    Language: English
    Media type: Ebook
    Format: Online
    ISBN: 9783319555775
    Subjects: Sales management--Cross-cultural studies; Verkäufer; Interkulturelle Kompetenz; Auslandsgeschäft; Persönlicher Verkauf; Fähigkeit; Interkulturelles Management
    Scope: 1 online resource (172 pages)
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  2. Cross-Cultural Personal Selling
    Agents' competences in international personal selling of services
    Author: Antczak, Anna; Sypniewska, Barbara A.
    Published: 2017
    Publisher:  Palgrave Macmillan, Cham

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  3. Cross-Cultural Personal Selling
    Agents' competences in international personal selling of services
    Author: Antczak, Anna; Sypniewska, Barbara A.
    Published: 2017
    Publisher:  Palgrave Macmillan, Cham

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  4. Cross-Cultural Personal Selling
    Agents’ competences in international personal selling of services
    Author: Antczak, Anna
    Published: 2017
    Publisher:  Palgrave Macmillan, Cham

    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... more

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    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 1. The Notion of Competence -- 2. Personal Selling in the Service Sector as a Marketing Promotional Tool -- 3. Competences in International Personal Selling -- 4. Personal Sellers' Competences - Research Remarks -- 5. The Role of Agents' Characteristics and Competences in Personal Selling in the Higher Education Sector - Research Remarks -- 6. Conclusions

     
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    Volltext (lizenzpflichtig)
    Source: Union catalogues
    Language: English
    Media type: Ebook
    Format: Online
    ISBN: 9783319555775
    Other identifier:
    Series: Array
    Array
    Subjects: Verkaufspersonal; Anforderungsprofil; Dienstleistungsmarketing; Interkulturelle Beziehungen; Kulturelle Identität; Business; Business and Management; Marketing; Project management; Globalization; Markets; Service industries; International business enterprises—Cross-cultural studies.
    Scope: Online-Ressource (XVII, 160 p. 11 illus, online resource)