Course Code: LEAD-512

Format: In-Person / Virtual

Description: How you sell in New York doesn't work in Mexico City. Grounded in Hofstede’s Cultural Dimensions Theory, this course adapts sales behaviors to local norms. Participants modify pitches for "High Power Distance" cultures versus "Low Power Distance" cultures.

Learning Objectives:

Adapt sales behaviors to match the cultural norms of international buyers.

Modify a sales pitch for a "High Power Distance" culture (e.g., Mexico).

Apply Cultural Dimensions Theory to negotiation and closing.

Scholar-Practitioner Framework:

Theory: Cultural Dimensions Theory (Hofstede).

Application: Pitch Adaptation Exercise.

Curriculum: Power Distance; Uncertainty Avoidance; Relationship-Based Selling.