跨國企業業務經理發展需求之研究

Development Needs of Sales Managers in Multinational Corporations

張藝薰(Yi-Shiun Chang)

指導教授 ： 賴志樫

國立臺灣師範大學/科技學院/國際人力教育與發展研究所/碩士(2009年)

摘要

無資料

關鍵字

業務經理 ； 行銷 ； 業務 ； 訓練 ； 發展

並列摘要

Multinational Corporations (MNCs) is one of the important factors of international trade, they may occur anywhere in the value chain. More organizations are becoming a global organization that is organizations that operate and market as if the entire world were a single entity without walls or borders. At some point, all multinational corporations must choose participation strategies that focus on the downstream activities of selling their products or service. In these, the key players in the organization are the managers or sales manager itself. Middle level management are the bridge between top management and basic management, they mostly can viewed the perspective a top management and lead the basic management. This study is to explore the role and competencies of sales managers, approach that the organization used to train and develop sales and sales managers, last but not the least, the development needs that the sales managers should have.
A qualitative research is being use in this research, an interview with different sales managers were applied in order to identify what are the specific skills and approaches are the most essential for a sales manager to be successful. From their personal experiences selling down to the person who sales, the roles and concerns or characteristics of a salesperson and sales manager is being discussed. Training is the stepping stone of every employee to way to the top as development. Management development can give an indication of influence on company performances. Sales managers do need development; they have different approach of development. While meeting business expectation, try to discover who are the talented person, who can help the organization. The position of middle and or top managers, career planning requires people to consider how their positions fit within a greater scheme.

並列關鍵字

Sales manager ； marketing ； sales ； training ； development

參考文獻

Baughn, Dao, & Neupert (2005). International management skills for success in Asia: A needs-based determination of skills for foreign managers and local managers. Journal of European Industrial Training, 29(2/3), 165.

Baveja, A., Jamil, M., & Mascarenhas, B. (1998). Dynamics of core competencies in leading multinational companies. California Management Review, 40(4), 117-132.

Bigelow, J. D. (1994). International skills for managers: Integrating international and managerial skills learning. Asia Pacific Journal of Human Resources, 32 (1), 1-12.

Choy, W. K.W. (2007). Globalisation and workforce diversity: HRM implications for multinational corporations in Singapore. Singapore Management Review, 29(2), 1.

O’ Driscoll, M.P., Humphries, M.T., & Larsen, H. H. (1993). Learning experiences and managerial role performance: Perceptions of New Zealand managers and their subordinates. Asia Pacific Journal of Management, 10(2), 145-146.