High-tech firms must get more out of their international sales efforts
1994; Elsevier BV; Volume: 23; Issue: 4 Linguagem: Inglês
10.1016/0019-8501(94)90049-3
ISSN1873-2062
AutoresA. Coskun Samli, Gregory P. Wirth, James Wills,
Tópico(s)Quality and Supply Management
ResumoInternational high-tech competition is accelerating. However, international high-tech market opportunities are also increasing. International sales management is one of the keys in developing a competitive edge. This article discusses the necessary features of successful international high-tech sales management. It presents a model and examines its key attributes based on a preliminary survey database. It then makes critical recommendations to improve international high-tech sales management.
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