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Cross-Cultural Personal Selling: Agents´ Competences in International Personal Selling of Services
Anna Antczak-Barzan
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Description for Cross-Cultural Personal Selling: Agents´ Competences in International Personal Selling of Services
Hardback. Num Pages: 142 pages, 11 black & white illustrations, biography. BIC Classification: KJMP; KJMV; KJSM; KNS. Category: (P) Professional & Vocational. Dimension: 210 x 148. .
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 ... Read more
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 ... Read more
Product Details
Publisher
Springer International Publishing AG
Format
Hardback
Publication date
2017
Condition
New
Weight
28g
Number of Pages
160
Place of Publication
Cham, Switzerland
ISBN
9783319555768
SKU
V9783319555768
Shipping Time
Usually ships in 15 to 20 working days
Ref
99-15
About Anna Antczak-Barzan
Anna Antczak-Barzan is Vice-Dean of the Faculty of Business and International Relations at Vistula University in Warsaw, Poland. She is the author of numerous publications in the field of marketing, public relations, and international relations. Barbara A. Sypniewska is Assistant Professor at the Faculty of Management and Finance, University of Finance and Management in Warsaw, Poland. She is ... Read more
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