Earl Honeycutt, professor of business administration, has signed a contract with Behavioral Sciences Research Press, Inc. of Dallas, Texas to publish his third book: “Selling Outside Your Culture Zone: A Primer for Cross-Cultural Sales Success.”
The book’s goal is to increase the salesperson’s understanding of culture and provide guidance for cross-cultural interactions so that mistakes are minimized when selling in unfamiliar cross-cultural settings. This is especially important in current U.S. and European markets where the backgrounds of buyers and sellers were born, raised, and educated in distant lands with different business rituals and social expectations. This diversity will only increase in the future. The book is written for practicing salespersons and sales managers and is scheduled for release by April 2006.