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Start Date: Thursday, October 24, 2024
Course Overview:
In today's globalized world, knowing cultural differences is essential for successfully managing international business relationships. This course is designed to help you develop the skills and knowledge required to succeed in Global Account Management, with a particular focus on how cultural factors influence your work with customers from other countries. You will learn how to manage the cultural challenges of managing global clients through a combination of lectures, real-world case studies, and hands-on exercises.
What You will Learn:
Key Account Management (KAM):
- The basics of managing important business accounts
- Understanding the roles of different people involved in KAM
- The unique role of a Key Account Manager in bridging gaps between different parts of a company
Global Account Management (GAM):
- What GAM is and why it’s important
- How to choose which global accounts to focus on
- Different types of GAM programs and how they work
Understanding Culture:
- What culture is and why it matters in business
- Exploring cultural models like Hall’s Iceberg Model and Hofstede’s Cultural Onion
- How language and communication styles differ across cultures
- Understanding cultural types and dimensions, like Hofstede's Cultural Dimensions, to better predict and manage cultural differences
Case Studies:
You will get to work on real-world scenarios, either on your own or in groups. These case studies will focus on managing business relationships with clients from countries like Japan, China, India, the United States, the Arab Gulf States, Brazil, France, Italy, Vietnam, and more. |