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What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History Recent trends and new deals 2. Understanding People at Work to increase your efficiency s a manager : Perception and Attribution Personality and Emotion Self awareness 3. From Managing to Leading a Commercial Team Motivation Leadership , Power and Authority Groups dynamic and Communication Managing change
Animation of Commercial Teams THUONGMAI UNIVERSITY Hanoi Licence Professionnelle en Vente Catherine Glée-Vermande catherine.glee@univ-lyon3.fr Principles for Responsible Management Education Course outline What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History Recent trends and new deals Understanding People at Work to increase your efficiency as a manager : Perception and Attribution Personality and Emotion Self awareness From Managing to Leading a Commercial Team > Motivation > Leadership , Power and Authority > Groups dynamic and Communication > Managing change What means managing a commercial team ? Recent trends and New deals : Recent trends New deals in Business and management Focus on CSR and the ethical dilemma Recent trends and New deals Technology and Numerical revolution Globalization and Diversity Rising expectations of people Recent trends and New deals (1) Technology and Numerical revolution • Leaner organizations : downsizing and outsourcing – Talents 'War/ Unemployment » Concerning salespeople : a shortage situation ! • The virtual corporation : a network of temporary organizations – technologies are changing so rapidly, new skills are required when others become obsolete » Think about salespeople who need to mastering the product or service he has to sell ! • Telecommuting : going to work without leaving home Focus on teleworking Is telecommuting right for you? > Jobs that : • -require concentration • -have well-defined beginning and end points • -are easily portable • -call for minimal accounts of equipment • -need little supervision > People that : • -have the self-discipline needed to get work down without direct supervision How to manage a commercial team which is teleworking? > Asynchronous groups : Do you have an experience ? Recent trends and New deals (2) The rise of globalization and diversity …how far? • Modern organizations have to manage workforce diversity : a global concern, an ethical question : –Gender, Nationalities, Age, Disabilities, Domestic Partners, Religion… • After COVID 19 ? C.GLée IAE Lyon The rise of globalization and diversity …how far? Covid 19 : The virus will disappear, toppled over our way of life, of doing business as we knew it, and our old points of reference Nothing will ever be the same again Our model of society is to be reinvented… How to adapt our management to respond to the crisis ? Recent trends and New deals (3) The rising expectations of people in general • Responding to needs of stakeholders and, for the field of management , internal stakeholders : employees –Two-income families; –Taking care of elderly relatives –Single parents households • Flexible hours/ Flexitimes programs/ child care facilities… https://www.youtube.com/watch?v=j4yXEmQRq34 Kathryn Bolkovac Focusing on human trafficking for forced prostitution and violence against women A former US police investigator of 12 years, she served as a human rights investigator for the International Police Task Force (IPTF) in Bosnia 'The Whistleblower', Sex Trafficking, Military Contractors, and One Woman’s Fight for Justice published by Palgrave Macmillan The Whistleblower (2010) directed by Larysa Kondracki, https://www.youtube.com/watch?v=E56OYUV7BWw The Rising expectations of people in general (7) From CSR to Ethics! > The ethical organization? > Ethics : refers to the standards someone uses to decide what his or her conduct should be • the discipline dealing with what is good or bad and whith moral duty and Managing ethics