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Philosophies of Salesforce Management in the Peoples Republic of China An Ethnographic Approach

Philosophies of Salesforce Management in the Peoples Republic of China An Ethnographic Approach As the Peoples Republic of China starts to adopt certaincapitalistic concepts in its business enterprises, itwould be interesting to learn how it borrows and adapts marketingtechniques used in the Western world. For instance, what type ofmanagerial philosophy is used in managing the sales function Thisexploratory study attempts to depict salesforce management in Chinascontemporary enterprises. Personal documentation, an ethnographicapproach, is adopted as the data collection instrument. Identifies anddiscusses salesforce structure, recruitment, training and motivation ofthe Chinese enterprises. Suggests further research directions for thepurpose of gaining a deeper understanding of the marketing activitiesand, in particular, salesforce management of Chinas socialistenterprises. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Marketing Intelligence & Planning Emerald Publishing

Philosophies of Salesforce Management in the Peoples Republic of China An Ethnographic Approach

Marketing Intelligence & Planning , Volume 10 (2): 4 – Feb 1, 1992

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0263-4503
DOI
10.1108/02634509210012096
Publisher site
See Article on Publisher Site

Abstract

As the Peoples Republic of China starts to adopt certaincapitalistic concepts in its business enterprises, itwould be interesting to learn how it borrows and adapts marketingtechniques used in the Western world. For instance, what type ofmanagerial philosophy is used in managing the sales function Thisexploratory study attempts to depict salesforce management in Chinascontemporary enterprises. Personal documentation, an ethnographicapproach, is adopted as the data collection instrument. Identifies anddiscusses salesforce structure, recruitment, training and motivation ofthe Chinese enterprises. Suggests further research directions for thepurpose of gaining a deeper understanding of the marketing activitiesand, in particular, salesforce management of Chinas socialistenterprises.

Journal

Marketing Intelligence & PlanningEmerald Publishing

Published: Feb 1, 1992

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