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Cross-cultural personal selling = agents' competences in international personal selling of services /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Cross-cultural personal selling/ by Anna Antczak, Barbara A. Sypniewska.
Reminder of title:	agents' competences in international personal selling of services /
Author:	Antczak, Anna.
other author:	Sypniewska, Barbara A.
Published:	Cham :Springer International Publishing : : 2017.,
Description:	xvii, 160 p. :ill., digital ; : 24 cm.;
Contained By:	Springer eBooks
Subject:	Sales management - Cross-cultural studies. -
Online resource:	http://dx.doi.org/10.1007/978-3-319-55577-5
ISBN:	9783319555775

Cross-cultural personal selling = agents' competences in international personal selling of services /
Antczak, Anna.

Cross-cultural personal sellingagents' competences in international personal selling of services /[electronic resource] :by Anna Antczak, Barbara A. Sypniewska. - Cham :Springer International Publishing :2017. - xvii, 160 p. :ill., digital ;24 cm.

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.

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.

ISBN: 9783319555775

Standard No.: 10.1007/978-3-319-55577-5doiSubjects--Topical Terms:

1198656
Sales management
--Cross-cultural studies.

LC Class. No.: HF5438.25 / .A58 2017

Dewey Class. No.: 658.85

Cross-cultural personal selling = agents' competences in international personal selling of services /
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505 0 $a 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.
520 $a 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.
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