Phần 2 Animation of commercial team

Animation of Commercial Teams
THUONGMAI UNIVERSITY
Hanoi
Licence Professionnelle en Vente

Catherine Glée-Vermande


Principles for Responsible
Management Education


Introducing ourselves !

2


Principles for Responsible
Management Education


Catherine Glée-Vermande

French Academic Director : Master HRM : Human Resources
and Organizations (M.SC). IAE Lyon
MBA Program University of Lodz Faculty of International and
political studies (Poland)
International background :
Universities of Melbourne (Australia), Minnesota (USA),
Georgia (USA) ; Laval (Québec)
Morocco, Armenia, Cheju Republic, Poland, Lebanon, China

(Shanghai)


Academic profile
Ph.D. : The implementation of Career Self Reliant
Programs in two major player firms (2003)
> Analysis of the employment relationship at a cross-cultural level
:

• cultural differences that drive career decisions in an
American (HP) versus a French (EDF) firm
 Research :
 Managerial skills, Leadership, Managing organizational
change ;Cross Cultural Management ; Career transitions and
Career development


Consulting Profile
HRM Consulting
RISO. French brand of a Japanese group, world leader in its field
My mission : how to attract and to retain the commercial team?
VISION SYSTEMS : system supplier in the aeronautics, automotive and
marine markets, leader in its field
MFR : International Alternate Educational Association
LYNRED : Leader in engineered infrared detection technology for
commercial, space and defense applications.
Lyon Métropole : 1.4000,000 residents
Career advisor
Adults in transitions

Catherine Glée-Vermande

 Born & raised in Lyon (France)
 Studied Economic Science at Lille University and
Management Science at ESSEC Business School (Paris)
 I started my professional life as a sales person (publishing
sector in Paris – les Editions du Cartel- )
 Then, after the birth of my first child I changed my career
path :
> Many years teaching economics & management in
Lille, Paris, Lyon..and abroad
 Speak French, English & German
 Hobby: Biking and Classic Dance, Traveling abroad,
sharing foreign culture
 Last but not least………..


Hadrien, Ulysse, Victoire, Olivia …….and soon a
5th birth !


Who are you?

What do you know about
management/managing a team ?
What do you know about commercial profiles?
What would you like to learn in this class?

Introducing the class
Paris, April 2020 :


World Shut down in 2020 !


“When we say getting back to normal,
we mean something very different from
what we’re going through right now,
because right now we’re in a very
intense mitigation. When we get back
to normal, we will go back gradually to
the point where we can function as a
society. But you’re absolutely right, if
you want to get to pre-coronavirus, that
might not ever happen in the sense that
the threat is there”.
Dr. Anthony Fauci, Director of the
National Institute of Allergy and
Infectious Diseases (MSNBC, 2020)
Source : Brammer, S., Branicki, L., & Linnenluecke, M. K. (2020). COVID-19,
Societalization, and the Future of Business in Society. Academy of
Management Perspectives, 34(4), 493-507.


Do we adapt or resist
change?

Do French
people resist
change?





What will the world be like after Coronavirus ?
 “From an economic perspective, there are four
possible futures:
> a descent into barbarism,
> a robust state capitalism,
> a radical state socialism,
> a transformation into a big society built on mutual aid”.
Source : Simon MAIR Research Fellow in Ecological
Economics, Centre for the Understanding of Sustainable
Prosperity, university of Surrey
/>

What will the world be like after Coronavirus ?


Consequently :
A big issue : How to manage people at work in our
time of crises and uncertainty ?
What about managing a commercial team?