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With over half of the population projected to be non-Anglo by 2050, this is a must-read for any salesperson whose goal is success in the booming multicultural marketplace. You'll take away world-savvy sales skills, putting more money in your pocket and becoming a greater asset to your company.
Experts worldwide acclaim the detailed techniques and step-by-step, multicultural selling process revealed in this book.
"[The authors] provide a common sense lesson on understanding one's comfort zone and linking the importance of culture to sales productivity. This book should be required reading for every sales executive whether their business is national or international."
-- Robert A. Ingram, Vice Chairman Pharmaceuticals, GlaxoSmithKline
"With their new book... , Earl Honeycutt and Lew Kurtzman have cut straight to the heart of a topic that affects all of us... This book will be an effective arrow in the quiver of salespersons who sell to buyers from other cultures."
-- Chuck Smith, President and CEO, Payment Processing, Inc.
"I found a wealth of useful information relative to dealing with potential customers that come from a totally different background. In the scientific field there is a wide variety of foreign-trained scientists, and knowing how to successfully interface with them is absolutely vital..."
-- Robert S. Cooley, President, Prime Separations, Inc.
"Honeycutt and Kurtzman ... develop an outstanding blueprint for selling cross culturally. Selling Outside Your Culture Zone gives sales professionals the confidence necessary to sell effectively in today's diverse marketplace."
-- Matt Ingram, Sales Specialist, Sankyo Pharma
"Employing sales strategy successfully requires a balanced approach of understanding your culture, as well as that of your targeted audience... I recommend this book to any sales team operating in multi-cultural selling situations."
-- Stephen R. Fisher, Director, U.S. Sales, Stanley Security Solutions, Inc.
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EARL HONEYCUTT has published more than 175 articles and two textbooks on topics in sales management and business-to-business marketing. Honeycutt earned a degree in Asian Studies, served two tours of duty in Asia, and was an Air Force Reserve specialist on the Philippines, giving him more than a decade of cross-cultural experience with Asian cultures. He has taught classes in Japan and the Philippines and has traveled to more than 40 nations around the world. Honeycutt earned a Ph.D. in business administration at the University of Georgia and is Professor of Marketing at Elon University.
LEW KURTZMAN, president and founder of Growth Resources Associates, a sales training consulting firm, has more than 30 years experience in direct sales and international marketing. He has performed sales training sessions in over 30 countries on five continents. Mr. Kurtzman has contributed to the dialogues in the book, many of which are based on his personal observations of the missed opportunities caused by cultural gaps between buyer and seller.
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Book Description Behavioral Sciences Research Press, Inc., 2006. Hardcover. Condition: Brand New. 148 pages. 8.60x5.70x0.70 inches. In Stock. Seller Inventory # 0935907106