14Global Perspectives on Contemporary Selling

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Learning Objectives

While the basic concepts and practices of contemporary selling—identify, communicate, and deliver value to the customer—are universal, it is also true that the global business environment creates unique challenges for both the salesperson and sales manager. This chapter will define these challenges and present current business practices for success. In that regard it extends contemporary selling to the global marketplace, something that every company is struggling to do in this hyper-competitive environment.

Salespeople must be able to understand and work successfully in a ...

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