IO1

Cross Cultural Sales Agent

Competence Dictionary

The Cross Cultural Sales Agent’s Competence Dictionary serves to define the features and to build the professional profile, which is the target of the S.M.I.Le. project, as well as the content of the related training courses. 
The present document represents the sum and the elaboration of all partners work and effort on their desk research and focus group.
During the research process, five among the many competences selected seemed relevant and three of them were validated as discriminant: Intercultural competence, International marketing and Business negotiation.

 

Coordinator: CONFORM S.c.a.r.l. (IT), supported by UNIVPM

IO1 - task 1.2

The S.M.I.Le. project research in the partnership reference contexts aims at analysing and evaluating from a qualitative and quantitative point of view the professional profile with first, a desk research, second a focus group.

This two-step research work represents the antecedent and the base of the Cross Cultural Sales Agent’s Competence Dictionary, which serves to define the features and to build the professional profile, which is the target of the S.M.I.Le. project, as well as the content of the related training courses. The learning content will be delivered to beneficiaries following mixed (traditional and advanced) learning techniques, via lectures, e-learning, on field experience and movie education.

This document is structured with a literature review on the topic of cross cultural issues in sales, stressing the importance and the actuality of it as enhanced in the academic literature, and then the methodological steps, findings and discussion of the focus group, which served as a base to define the professional profile and the competence dictionary of the Cross Cultural Sales Agent.

 

Coordinator: CONFORM S.c.a.r.l. (IT), supported by UNIVPM

IO1 - task 1.1

The desk research undergone by S.M.I.Le. project partners in their reference contexts is aimed to analyse and evaluate from a qualitative and quantitative point of view the professional profiles related to the Cross Cultural Sales Agent.

The present document represents the sum and the elaboration of all partners work and effort on their desk research, and constitutes the Comparative Analysis and Dictionary Draft that will lead to the Focus Group conduction, to furtherly complete the IO1 objective of constituting the Cross Cultural Sales Agent Competence Dictionary.

This document comprehends the desk research objective, guideline, methodology, results and discussion, with additional reference to the EU context framework.

Coordinator: CONFORM S.c.a.r.l. (IT), supported by UNIVPM

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Università Politecnica delle Marche

Address: Facoltà di Economia “Giorgio Fuà” – Università Politecnica delle Marche, Piazzale Martelli 8, 60121 Ancona, Italy

Email : smile@univpm.it
Tel : (+39) 0712207221

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