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Competences of an international sales manager: How to handle the cultural differences that occurs
University West, Department of Economics and IT, Division of Business Administration.
University West, Department of Economics and IT, Division of Business Administration.
2015 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

The purpose of this paper is to provide a deeper understanding of what skills an international sales manager needs and how they successfully should handle the differences that arise in intercultural encounters. Therefore, the cultural differences are handled and investigated. In order to achieve the purpose of the study, has the following main problems been formulated: How does a sales manager handle the cultural differences that occur from their competence.

The theoretical fields that are used include the sales manager's role in a global world and the required characteristics required of them; cultural layers and intercultural competence. The study's methodology was qualitative with a deductive approach, combined with a case study. In the empirical part responses are produced and thoughts regarding their work situation, followed by the analysis where the empirical data interpreted from the theory

The study's conclusion indicates that a sales manager's skill greatly affects his awareness and ability to deal with the cultural differences that arise in intercultural encounters. Finally, some practical recommendations we want to confer to the case company.

Place, publisher, year, edition, pages
2015. , 51 p.
Keyword [en]
Sales Management, business relationships, global mindset, cultural differences, intercultural communication, intercultural competence.
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hv:diva-7497Local ID: EXC504OAI: oai:DiVA.org:hv-7497DiVA: diva2:800173
Subject / course
Business administration
Educational program
International Business
Supervisors
Examiners
Available from: 2015-04-21 Created: 2015-04-02 Last updated: 2015-04-21Bibliographically approved

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