MKTG 320 Chapter Notes - Chapter 15: Multinational Corporation, Hard Sell, Culture Shock
Document Summary
Chapter 15: international personal selling and personal management. The foreign sales force of the multinational corporation is composed of: Employees from the home country of the international company, with experiences working for the company, assigned by that company to work overseas. Preferred by companies whose selling function relies on highly-specialized information. Firm faces difficulty in finding employees willing to take on international assignments. Employees working temporarily in the assignment country who are not nationals of that country or of country in which headquarters is located. Familiar with customs and business practices in different environments. Have learned, through experience, to adapt optimally for international assignments. Local employees who work in the home country for an international corporation. Understand the business environment and business practices in the company"s home country and have established relationships in the local business and government community. Willing to return to home country to work for the multinational firm.
