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 Electronic eBook
LanguageEnglish
Published Cham, Switzerland : Palgrave Macmillan, 2017.
SeriesPalgrave pivot.
Subjects
Sales management > Cross-cultural studies.
Selling.
elektronické knihy
electronic books
Online AccessFull text
ISBN9783319555775
9783319555768
Physical Description1 online resource

Cover

Table of Contents:
  • 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.

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