1. Intercultural
Sales
for
Global
Account
Manager
Multiple
situations
in
a
fiscal
year
are
impacted
by
cultural
differences:
• A
Global
Account
Manager
has
to
perform
in
an
mul6na6onal
account
team
• Global
Accounts
take
care
of
customers
interna6onally
• People
working
in
the
same
office
are
from
different
cultural
“Culture
is
to
know
the
best
backgrounds
that
has
been
said
and
thought
in
the
world”
• Quote
requests
and
administra6on
support
is
coming
from
Matthew
Arnold.
nearshore
countries
• proof
of
concepts
are
requested
from
India
• consul6ng
or
presales
resources
are
oAen
staffed
from
other
countries

2. Why
do
we
need
Intercultural
Competence
in
Sales?
D a i l y
b u s i n e s s
r e q u i r e s
the
company,
employees
have
to
communication
and
coordination
interact
with
people
from
different
between
different
resources
from
cultural
backgrounds
and
individual
across
the
globe.
Customer
success
behavior.
Awareness
of
the
different
demands
working
across
multiple
lines
styles
and
the
ability
to
adjust
is
key
to
of
businesses,
external
clients
and
the
setup
of
successful
customer
internal
services
from
different
relationships,
account
teams
and
Benefits
of
a
training
cultural
backgrounds.
networks.
§ Fewer
circles
in
Having
account
teams
taking
care
of
a
communication
more
international
customer
base
§ Shorter
sales
cycles
with
a
growing
number
of
members
requires
the
alignment
of
resources
§ Control
risk
of
slipping
deals
a n d
c o o r d i n a t i o n
o f
a c t i o n s .
Disruptions
and
misunderstandings
§ Increased
forecast
have
to
be
minimized
in
order
to
accuracy
adjust
to
market
situations
quickly
and
§ Better
Win
Rate
efficiently.
Due
to
the
global
setup
of

3. Training
Concept
Agenda
§ International
behavioral
styles
and
global
mind
mentalities
§ Assessment
of
your
personal
cultural
profile
§ Perception
of
own
and
foreign
culture
§ Challenges
and
Chances
of
virtual
team
work
§ Theoretical
Basics
for
Culture
Comparisons
and
it’s
application
to
selected
countries
§ Strengths/Potential
Analysis
of
work
related
cultures
§ Task
responsibilities
of
account
team
members
according
to
their
cultural
strengths
§ Application
of
Theory
into
Practice
- Selection
of
own
intercultural
work
experience
- Evaluating
cause
of
difficulty
- Develop
solution
options
for
the
future
Goal
Learn
how
to
effec6vely
perform
in
Global
Account
Teams
and
contribute
to
a
companies
success
Dura6on
2
days
Loca6on
To
be
defined
Price
EUR
2.500
(for
max.
12
par6cipants
Includes
Handout,
iOS
App
Access

4. Cultics
=
Culture
+
Economics
Foundation
Professional
background
I
used
to
wake
up
every
The
intercultural
aspect
morning,
looking
at
two
big
red
followed
me
ever
since.
My
chinese
characters,
symbolizing
professional
career
started
in
a
the
words
„Great
Dragon“.
Only
multinational
mid-­‐sized
a
street
with
cars
but
mostly
company
located
thirty
minutes
bikes
separated
the
„Great
from
Manhattan.
I
continued
Dragon
Hotel“
from
the
district
selling
training
products
from
for
expatriates
in
Beijing.
My
Dublin
for
Oracle,
a
global
parents
decided
to
accept
an
software
company
with
“Great
personality,
outstanding
commercial
international
assignment
and
I
presence
in
over
145
countries
attitude,
solid
professional
approach,
spent
four
years
in
a
country
full
and
over
120.000
employees
pristine
communication
skills.
I
met
her
of
contrasts
to
my
home
culture.
worldwide.
After
two
years
the
during
an
intense
train
the
trainer
program
and
it
was
a
real
pleasure.
She
is
not
only
a
company
provided
the
great
commercial
person,
but
she
would
What
did
I
learn?
That
children
possibility
to
move
to
Berlin
to
definitly
do
great
in
any
"people
job",
from
diverse
countries
do
find
a
work
for
an
international
team
including
HR
and
Training!”
mutual
language
to
play
with
Andrea
Raimondi
selling
into
cross
-­‐
european
each
other.
That
culture
can
be
accounts.
After
being
experienced
with
all
senses
–
it
responsible
for
the
marketing
of
feels,
smells,
sounds,
looks
and
this
team
I
decided
to
extend
tastes
different.
I
find
my
my
experience
to
rather
experiences
with
the
eyes
of
a
medium
sized
companies
in
child
as
the
foundation
of
my
Switzerland.
professional
focus.
Passion
My
passion
is
to
multiply
my
multicultural
experiences
by
offering
intercultural
trainings
with
the
right
focus
on
cultural
theory
and
it’s
application
into
practice.
My
sales
&
marketing
background
allows
me
to
apply
intercultural
competence
skills
The
Trainer:
• Multiple
expat
assignments
to
an
economic
perspective
and
• Multiple
years
experience
of
pan-­‐ support
goals
for
sales,
European
inside
sales
team
marketing,
HR
and
• Business
Development
in
a
global
entrepreneurs.
software
company
• Certified
Intercultural
Trainer
• Certified
Social
Media
Strategist