search query: @author Williams, D. R. / total: 2
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| Author: | Ellis, J. H. M. Williams, D. R. |
| Title: | Managing sales across borders to pan-European firms |
| Journal: | Journal of International Selling and Sales Management
1999 : SPRING, VOL. 5:1, p. 3-10 |
| Index terms: | Selling Sales Culture Communication Companies Europe |
| Language: | eng |
| Abstract: | The paper explores relative cultural differences in Western European nations, as basis on which culturally sensitivity of international regional sales and selling is grounded. It is compared traditional 'local-for-local' international regional approach (fragmented) and its pan-European successor (co-ordinated) along a number of key dimensions. |
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