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Transcript
WHOIS A
SALESPERSON
?????
COMPANY
DESIGNING SALES FORCE
RECRUITING SALES PERSONNEL
QUALIFICATION
AVAILIBILITY
CO NEEDS
EXPATRIATES
HIGHLY TECHNICAL
EXTENSIVE BACKGROUND
INFO
HIGH COST
VIRTUAL EXPATRIATES
TCN’S
EMOTIONAL STABILITY
KNOWLEDGE OF WORKING COUNTRY
POSITIVE OUTLOOK
LOCAL NATIONALS
TRAINING
WHYMOTIVATION
ISIMPORTANT??
DIFFERENT CULTURE
DIFFERENT SOURCES
DIFFERENT PHILOSOPHIES
JOB SECURITY
PROMOTION
INCREASE IN PAY
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???????????
NO…….
IF A PRODUCT SELLS WELL IN DALLAS, IT WILL SELL WELL IN HONG KONG