Managing the Multinational Sales Force

Managing sales forces in multinational contexts is a topic about which little empirical work has been done. This article reports the results of a 14‐MNC, 135 subsidiary, survey of multinational sales management practices, focusing in particular on the extent to which head offices influence sales functions in subsidiaries. An industry‐by‐industry analysis shows that electronic data processing affiliates get considerable head office attention while general consumer goods subsidiaries do not.