An informed and enthusiastic guide to managing sales internationally.

GLOBAL SALES

A PRACTICAL PLAYBOOK ON HOW TO DRIVE PROFITABLE GROWTH FOR INTERNATIONAL SALES AND MARKETING LEADERS

A veteran of international sales offers insights for others in the field.

In this business book, Selch draws on decades of work with governments and corporations around the world to explain the fundamentals of a strong international sales organization. The volume covers basics like the value of developing an international sales channel, the key personnel involved in selling globally, the mechanics of establishing a relationship with a local distributor, how shipping and payment are managed across borders, and the ways in which modifying a product for a particular market can help and hamper sales. The book addresses both building a sales organization from scratch and managing an existing network of regional managers, distributors, and salespeople. The author also devotes a chapter to best practices for trade shows, addressing everything from how he prefers to organize his booth to the types of conversations he aims to have with each visitor. The work does an excellent job of explaining the elements of sales, and readers without a background in the field will be able to follow the discussions of strategy, market share, and training programs. Selch, who introduces himself as “a bit of an a-hole,” does not pull his punches (“In my opinion, the vast majority of people in the US who are building international sales organizations have no idea what they’re doing, so the organizations that they build are almost by definition faulty and weak”). While the aggressive tone of his prose may not appeal to all readers, some will find his unabashed confidence motivational. The author is undoubtedly knowledgeable about selling products in a global context, and the many stories he shares from his career illustrate the book’s concepts and establish his credentials as an expert. Readers looking to expand their careers or their companies’ sales in overseas markets will find many concrete lessons and thought-provoking suggestions throughout the text.

An informed and enthusiastic guide to managing sales internationally.

Pub Date: Nov. 23, 2020

ISBN: 978-1-73591-310-0

Page Count: 362

Publisher: Global Sales Mentor LLC

Review Posted Online: Jan. 13, 2021

Kirkus Reviews Issue: March 15, 2021

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Not only the definitive life, but a tour de force by a master.

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EDISON

One of history’s most prolific inventors receives his due from one of the world’s greatest biographers.

Pulitzer and National Book Award winner Morris (This Living Hand and Other Essays, 2012, etc.), who died this year, agrees that Thomas Edison (1847-1931) almost certainly said, “genius is one percent inspiration and ninety-nine percent perspiration,” and few readers of this outstanding biography will doubt that he was the quintessential workaholic. Raised in a middle-class Michigan family, Edison displayed an obsessive entrepreneurial spirit from childhood. As an adolescent, he ran a thriving business selling food and newspapers on a local railroad. Learning Morse code, he spent the Civil War as a telegrapher, impressing colleagues with his speed and superiors with his ability to improve the equipment. In 1870, he opened his own shop to produce inventions to order. By 1876, he had money to build a large laboratory in New Jersey, possibly the world’s first industrial research facility. Never a loner, Edison hired talented people to assist him. The dazzling results included the first commercially successful light bulb for which, Morris reminds readers, he invented the entire system: dynamo, wires, transformers, connections, and switches. Critics proclaim that Edison’s innovations (motion pictures, fluoroscope, rechargeable batteries, mimeograph, etc.) were merely improvements on others’ work, but this is mostly a matter of sour grapes. Alexander Graham Bell’s telephone was a clunky, short-range device until it added Edison’s carbon microphone. And his phonograph flabbergasted everyone. Humans had been making images long before Daguerre, but no one had ever reproduced sound. Morris rivetingly describes the personalities, business details, and practical uses of Edison’s inventions as well as the massive technical details of years of research and trial and error for both his triumphs and his failures. For no obvious reason, the author writes in reverse chronological order, beginning in 1920, with each of the seven following chapters backtracking a decade. It may not satisfy all readers, but it works.

Not only the definitive life, but a tour de force by a master.

Pub Date: Oct. 22, 2019

ISBN: 978-0-8129-9311-0

Page Count: 800

Publisher: Random House

Review Posted Online: July 15, 2019

Kirkus Reviews Issue: Aug. 1, 2019

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A clearly presented, mostly successful marketing text.

ALL BUSINESS IS LOCAL

WHY PLACE MATTERS MORE THAN EVER IN A GLOBAL, VIRTUAL WORLD

A marketing instruction manual for small-business owners.

Quelch, a former Harvard Business School professor who now serves as dean of a business school in China, teams with Jocz, a current HBS research associate, to offer advice on marketing any product to any group of consumers. Satisfying paying customers who desire a local, meaningful connection with a product but also operate in a world of globalization could constitute a conundrum. Quelch and Jocz (co-authors: Greater Good: How Good Marketing Makes for Better Democracy, 2008) seek to transform this problem into an opportunity for greater profit. They open with the example of Real Madrid, the successful soccer club in Spain. Naturally, Spanish soccer fans feel a special kinship with the team; the authors understand that kinship, which includes an ownership interest by thousands of Spaniards, has been vital to the club’s many successes. But why stop there, the authors ask, when opportunities to market high-grade soccer play exist in dozens of other soccer-crazy nations. They explain how Real Madrid’s website, bolstered by social media, reaches out to soccer fans with spendable income in other nations across the world. Such a local/global mix can be exploited by almost any capitalist enterprise, but only with careful market research followed by actual marketing that offers something for just about everybody. The authors explain how to manage psychological place, physical place, virtual place and geographic place to build revenue flow. Because the intended audience is decision-makers inside business enterprises, other readers may need to dig through some jargon, as well as a hefty dose of repetition.

A clearly presented, mostly successful marketing text.

Pub Date: Feb. 2, 2012

ISBN: 978-1-59184-465-5

Page Count: 224

Publisher: Portfolio

Review Posted Online: Nov. 28, 2011

Kirkus Reviews Issue: Dec. 15, 2011

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