How United-States-Based Companies Manage Sales In Foreign-Countries

Controlling the foreign-based sales force is an increasingly important part of multinational sales management. U.S. firms favor tight, numerically based methods of evaluating sellers whereas non-U. S. tendencies are toward qualitative measures. This 14 multinational, 135 subsidiary study of salesperson evaluation methods in affiliates of U.S.-based firms shows that most U.S. companies ''do as the Romans do'' in foreign markets and de-emphasize quantitative ratios in favor of softer qualitative measures.