The Resource Cross-Cultural Personal Selling : Agents’ competences in international personal selling of services, by Anna Antczak, Barbara A. Sypniewska, (electronic resource)

Cross-Cultural Personal Selling : Agents’ competences in international personal selling of services, by Anna Antczak, Barbara A. Sypniewska, (electronic resource)

Label
Cross-Cultural Personal Selling : Agents’ competences in international personal selling of services
Title
Cross-Cultural Personal Selling
Title remainder
Agents’ competences in international personal selling of services
Statement of responsibility
by Anna Antczak, Barbara A. Sypniewska
Creator
Contributor
Author
Provider
Subject
Language
eng
Summary
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
http://library.link/vocab/creatorName
Antczak, Anna
Image bit depth
0
LC call number
HF5410-5417.5
Literary form
non fiction
http://library.link/vocab/relatedWorkOrContributorName
  • Sypniewska, Barbara A.
  • SpringerLink
http://library.link/vocab/subjectName
  • Business
  • Marketing
  • Project management
  • Globalization
  • Markets
  • Service industries
  • Business and Management
  • Marketing
  • Cross-Cultural Management
  • Emerging Markets/Globalization
  • Services
  • Project Management
Label
Cross-Cultural Personal Selling : Agents’ competences in international personal selling of services, by Anna Antczak, Barbara A. Sypniewska, (electronic resource)
Instantiates
Publication
Antecedent source
mixed
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Color
not applicable
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
1. The Notion of Competence -- 2. Personal Selling in the Service Sector as a Marketing Promotional Tool -- 3. Competences in International Personal Selling -- 4. Personal Sellers' Competences - Research Remarks -- 5. The Role of Agents' Characteristics and Competences in Personal Selling in the Higher Education Sector - Research Remarks -- 6. Conclusions
Dimensions
unknown
Extent
XVII, 160 p. 11 illus.
File format
multiple file formats
Form of item
electronic
Isbn
9783319555775
Level of compression
uncompressed
Media category
computer
Media MARC source
rdamedia
Media type code
c
Other control number
10.1007/978-3-319-55577-5
Other physical details
online resource.
Quality assurance targets
absent
Reformatting quality
access
Specific material designation
remote
System control number
(DE-He213)978-3-319-55577-5
Label
Cross-Cultural Personal Selling : Agents’ competences in international personal selling of services, by Anna Antczak, Barbara A. Sypniewska, (electronic resource)
Publication
Antecedent source
mixed
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Color
not applicable
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
1. The Notion of Competence -- 2. Personal Selling in the Service Sector as a Marketing Promotional Tool -- 3. Competences in International Personal Selling -- 4. Personal Sellers' Competences - Research Remarks -- 5. The Role of Agents' Characteristics and Competences in Personal Selling in the Higher Education Sector - Research Remarks -- 6. Conclusions
Dimensions
unknown
Extent
XVII, 160 p. 11 illus.
File format
multiple file formats
Form of item
electronic
Isbn
9783319555775
Level of compression
uncompressed
Media category
computer
Media MARC source
rdamedia
Media type code
c
Other control number
10.1007/978-3-319-55577-5
Other physical details
online resource.
Quality assurance targets
absent
Reformatting quality
access
Specific material designation
remote
System control number
(DE-He213)978-3-319-55577-5

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