Earl Honeycutt, professor of business administration, has co-authored a new textbook titled “Sales Management: A Global Perspective.” The book examines methods for conducting sales in an increasingly global economy. Honeycutt co-wrote the book, one of the first textbooks to clearly address the global marketplace, with John Ford of Old Dominion University and Antonis Simintiras of the University of Wales Swansea.
The book considers many facets of cross-cultural sales management, including negotiations, hiring, training, motivating and evaluating the international sales force, customer retention and sales territory design and management. It also features ten case studies that include companies from the U.S., Europe, New Zealand and Asia, which demonstrate the implications of diversity in global sales, as well as the problems that arise when selling across borders.
“Sales Management: A Global Perspective” was written for use on both the undergraduate and graduate levels, and will be used in global sales classes at Elon, Old Dominion, Ohio University, the University of Akron and Baylor University.