MULTICULTURAL SALES [aioseo_breadcrumbs]
- | IN PRESENCE AND ONLINE
- BASIC SKILLS
- 3 MODULES
THE IMPACT OF CULTURAL VARIABLES IN SALES PROCESSES
OBJECTIVES
In today's globalised world, establishing and managing a profitable relationship with customers from different cultures becomes a fundamental requirement for conducting a successful sales process.
The course proposes, through the understanding of different cultures, to outline models of behaviour and experiment with strategies useful for selling in multicultural situations of varying complexity. The aim is to enable participants to learn value-generating behaviours in order to develop business, negotiate and sell to different cultures.
PROGRAM
Module 1
- General introduction to the concepts of multiculturalism
- Definition of culture and levels. Maslow's needs
- Research on Cultures: Schein's Cultural Iceberg
Module 2
- Communication concepts: expectations, diversity awareness (Johari window), time management (Trompenaars and Hampden research), proxemics.
- Stereotypes and prejudices
Module 3
- Organisational culture and motivation
- Generational culture
- Cultural comparisons
PEDAGOGY
The course is highly practical. The teaching method involves continuous alternation of theoretical and practical moments with role-plays, simulations, exercises.
RECIPIENTS
The course is aimed at sales people who need to acquire and/or develop the skills and abilities to manage the sales process to customers from different cultures.
TRAINING MATERIALS
Video lectures and classroom materials.
CONSULTANCY, TRAINING, HR DIGITALIZATION AND CORPORATE SOLUTIONS, DISCOVER THE ALVERIA METHOD. GET READY FOR CHANGE.
MULTICULTURAL SALES
[aioseo_breadcrumbs]
- | IN PRESENZA E ONLINE
- BASIC SKILLS
- 3 MODULES
THE IMPACT OF CULTURAL VARIABLES IN SALES PROCESSES
OBJECTIVES
In today's globalised world, establishing and managing a profitable relationship with customers from different cultures becomes a fundamental requirement for conducting a successful sales process.
The course proposes, through the understanding of different cultures, to outline models of behaviour and experiment with strategies useful for selling in multicultural situations of varying complexity. The aim is to enable participants to learn value-generating behaviours in order to develop business, negotiate and sell to different cultures.
PROGRAMMA MULTICULTURAL SALES
Module 1
- General introduction to the concepts of multiculturalism
- Definition of culture and levels. Maslow's needs
- Research on Cultures: Schein's Cultural Iceberg
Module 2
- Communication concepts: expectations, diversity awareness (Johari window), time management (Trompenaars and Hampden research), proxemics.
- Stereotypes and prejudices
Module 3
- Organisational culture and motivation
- Generational culture
- Cultural comparisons
PEDAGOGY
The course is highly practical. The teaching method involves continuous alternation of theoretical and practical moments with role-plays, simulations, exercises.
RECIPIENTS
The course is aimed at sales people who need to acquire and/or develop the skills and abilities to manage the sales process to customers from different cultures.
TRAINING MATERIALS
Video lectures and classroom materials.