WHOIS A
SALESPERSON
DESIGNING SALES FORCE
RECRUITING SALES PERSONNEL
EXTENSIVE BACKGROUND
INFO
VIRTUAL EXPATRIATES
EMOTIONAL STABILITY
KNOWLEDGE OF WORKING COUNTRY
WHYMOTIVATION
ISIMPORTANT??
DIFFERENT CULTURE
DIFFERENT SOURCES
DIFFERENT PHILOSOPHIES
SOCIAL RECOGNITION
PERSONAL GROWTH AND DEVELOPMENT
COMPENSATION SYSTEM
DO’S AND DON’TS OF GLOBAL COMPENSATION
DO ALLOW LOCAL MANAGERS TO DECIDE
DO USE CONSISTENT PERFORMANCE MEASURES
DO USE CONSISTENT COMMUNICATION AND TRAINING
DON’T DECIDE THE PLAN CENTRALLY
Don’t assume cultural differences can be managed through incentive
plans
EVALUATION AND CONTROLL
IS STANDARDIZATION AND ADOPTATION
USED FOR MAKING PRODUCTS ONLY???????????
IF A PRODUCT SELLS WELL IN DALLAS, IT WILL SELL WELL IN HONG KONG
ITS RISKY……
CHANGING PROFILE OF GLOBAL
MANAGERS
FOREIGN LANGUAGE SKILLS