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- Title
KEYS TO GLOBAL RELATIONSHIPS.
- Authors
Lawrence, Morgan
- Abstract
This article looks at selling as a key step in forming relationships with international markets. Many corporations turn to international selling to become familiar and make contacts with the market they are trying to penetrate. It is significant to determine the motivation of sales persons from different countries. A study conducted by John F. Tanner and George W. Dudley investigated the motivation behind having a sales career in different countries. The study revealed that salespeople from the U.S. and Great Britain primarily work to earn substantial incomes. International selling has many advantages. One of which was that companies frequently see lowering costs through international production.
- Subjects
UNITED Kingdom; UNITED States; SELLING; INTERNATIONAL markets; SALES personnel; INTERNATIONAL business enterprises
- Publication
Baylor Business Review, 2006, Vol 24, Issue 2, p8
- ISSN
0739-1072
- Publication type
Article