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

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 persona...

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Bibliographic Details
Main Authors: Antczak, Anna, (Author), Sypniewska, Barbara, (Author)
Format: eBook
Language: English
Published: Cham, Switzerland : Palgrave Macmillan, 2017.
Series: Palgrave pivot.
Subjects:
Sales management > Cross-cultural studies.
Selling.
elektronické knihy
electronic books
ISBN: 9783319555775
9783319555768
Physical Description: 1 online resource

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Table of contents

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024 7 |a 10.1007/978-3-319-55577-5  |2 doi 
035 |a (OCoLC)993432949  |z (OCoLC)993586860  |z (OCoLC)1002374714  |z (OCoLC)1012078774 
100 1 |a Antczak, Anna,  |e author. 
245 1 0 |a Cross-cultural personal selling :  |b agents' competences in international personal selling of services /  |c Anna Antczak, Barbara A. Sypniewska. 
264 1 |a Cham, Switzerland :  |b Palgrave Macmillan,  |c 2017. 
300 |a 1 online resource 
336 |a text  |b txt  |2 rdacontent 
337 |a počítač  |b c  |2 rdamedia 
338 |a online zdroj  |b cr  |2 rdacarrier 
490 1 |a Palgrave pivot 
500 |a Includes index. 
505 0 |a The notion of competence -- Personal selling in the service sector as a marketing promotional tool -- Competences in international personal selling -- Personal sellers' competences : Research remarks -- The role of agents' characteristics and competences in personal selling in the higher education sector : research remarks -- Conclusions. 
506 |a Plný text je dostupný pouze z IP adres počítačů Univerzity Tomáše Bati ve Zlíně nebo vzdáleným přístupem pro zaměstnance a studenty 
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. 
504 |a Includes bibliographical references at the end of each chapters and index. 
590 |a SpringerLink  |b Springer Complete eBooks 
650 0 |a Sales management  |v Cross-cultural studies. 
650 0 |a Selling. 
655 7 |a elektronické knihy  |7 fd186907  |2 czenas 
655 9 |a electronic books  |2 eczenas 
700 1 |a Sypniewska, Barbara,  |e author. 
776 0 8 |i Printed edition:  |z 9783319555768 
830 0 |a Palgrave pivot. 
856 4 0 |u https://proxy.k.utb.cz/login?url=https://link.springer.com/10.1007/978-3-319-55577-5  |y Plný text 
992 |c NTK-SpringerBM 
999 |c 98181  |d 98181 
993 |x NEPOSILAT  |y EIZ 

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