Sales Force Management and Negotiation

Abstract

This chapter explores sales force management and negotiation. It cites the changing nature of sales management in line with behavioural, technological, and managerial forces. Additionally, the chapter discusses international sales management decisions and relates them to their cultural impact. It expounds on the nature of sales negotiation by referencing customer-oriented personal selling, transactional sales and its respective ethical considerations. The chapter looks into the relationship approach to sales negotiation. It also highlights the role of training and the impact of culture in sales negotiations. Moreover, the effectiveness of international sales management decisions has a direct impact on the success and profitability of an organization operating in foreign markets.