Includes bibliographical references and index.

"International Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; International Sales Management provides unique access to European and international experts, with globally relevant case studies"-- Provided by publisher.

Machine generated contents note: -- Introduction to Personal Selling and Sales Management; Paolo Guenzi, Bocconi University, Italy -- PART I: Formulation of the Sales Program: Defining Sales Strategies and Sales Force Culture -- Organizing and Coordinating Sales and Marketing Goals, Roles and Responsibilities; Gabriele Troilo, Bocconi University, Italy -- Designing and Implementing Key Account Management Strategy and Plans; Marco Aurelio Sisti, Bocconi University, Milan, Italy -- Price Delegation; Manfred Krafft and Ann-Kristin Hansen, University of Münster, Germany -- Customer Relationship Management System Implementation in Sales organizations; Nikolaos Panagopoulos, Athens University of Economics& Business, Greece -- Ethics in Personal selling& Sales Management; Sergio Romàn, University of Murcia, Spain -- PART II: Formulation of the Sales program: Defining Sales Force Investment and Structure -- Sizing the Sales Force and Controlling Sales Force Turnover; Renè Darmon, Essec, Paris, France -- Sales Force Organization; TBA -- PART III: Implementation of the Sales Program: Creating& Developing Competencies -- Sales Force Recruitment and Selection; Christophe Fournier, Universite; de Montpellier, France -- Sales Force Training; George Avlonitis, Athens University of Economics& Business, Greece -- PART IV: Implementation of the Sales Program: Directing Efforts -- Sales Force Motivation; Tony Simintiras, Swansea University, UK -- Sales Planning; Pascal Brassier, ESC Cler,Mont-Ferrand, France -- Team Leadership; Paolo Guenzi, Bocconi University, Italy -- Sales Force Compensation; Dominique Rouziès, HEC, France -- PART V: Control and Evaluation of the Sales Force -- Sales Force Performance Evaluation; TBA -- Conclusion: Managing Change in the Sales Force; Paolo Guenzi.