Cross-Cultural Personal Selling

Agents’ Competences in International Personal Selling of Services

Authors: Antczak, Anna, Sypniewska, Barbara A.

  • Focuses on personal selling in the growing service sector
  • Offers high quality analysis from respondents from 15 countries and 4 cultural zones
  • Provides unique insights on international markets where cultural conditions play a key role in marketing processes
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Buy this book

eBook $39.99
price for USA (gross)
  • ISBN 978-3-319-55577-5
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $54.99
price for USA
  • ISBN 978-3-319-55576-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones. Agents and personal sellers must be aware of these differences and be familiar with the expectations of customers. Cross-cultural Personal Selling provides extensive empirical research results with special emphasis on competences, skills and qualifications of personal sellers which are necessary for successful, effective and efficient promotion campaigns aimed at customers from different cultures. Academics of international marketing and promotion will find this study extremely useful, as well as practitioners looking to expand their knowledge on personal selling.

About the authors

Anna Antczak-Barzan is Vice-Dean of the Faculty of Business and International Relations at Vistula University in Warsaw, Poland. She is the author of numerous publications in the field of marketing, public relations, and international relations.

 Barbara A. Sypniewska is Assistant Professor at the Faculty of Management and Finance, University of Finance and Management in Warsaw, Poland.  She is an expert in the field of direct marketing and human relations.

Reviews

“I strongly recommend [this book]. It will be especially interesting for readers dealing with international markets where cultural conditions play a key role in marketing processes. Both theoreticians and practitioners who wish to improve their knowledge in the area of personal selling can really benefit from this book.” (Ryszard Piasecki, Professor, University of Lodz, Poland)

Table of contents (6 chapters)

  • The Notion of Competence

    Antczak, Anna (et al.)

    Pages 1-34

  • Personal Selling in the Service Sector as One Marketing Promotional Tool

    Antczak, Anna (et al.)

    Pages 35-56

  • Competences in International Personal Selling

    Antczak, Anna (et al.)

    Pages 57-82

  • Personal Sellers’ Competences—Research Remarks

    Antczak, Anna (et al.)

    Pages 83-105

  • The Role of Agent’s Characteristics and Competences in Personal Selling in Higher Education Sector—Research Remarks

    Antczak, Anna (et al.)

    Pages 107-140

Buy this book

eBook $39.99
price for USA (gross)
  • ISBN 978-3-319-55577-5
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $54.99
price for USA
  • ISBN 978-3-319-55576-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Cross-Cultural Personal Selling
Book Subtitle
Agents’ Competences in International Personal Selling of Services
Authors
Copyright
2017
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s)
eBook ISBN
978-3-319-55577-5
DOI
10.1007/978-3-319-55577-5
Hardcover ISBN
978-3-319-55576-8
Edition Number
1
Number of Pages
XVII, 160
Number of Illustrations and Tables
11 b/w illustrations
Topics