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Présentation
**Associate Professor, Director Master Sales Management & International Business, and Mission Leader Competences & Learning - DEM-UCA Institute**
**IAE Clermont Auvergne School of Management,**
**University Clermont Auvergne**
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"Negotiologist", "Netnographer" and "Online Communities Strategist":
Teaching, research and training in sales competencies, social media and social communities impact on sales processes.
Main goal: contributing to the development of high standards of quality in recruiting, training and building careers for sales people.
Expertise : B2B selling, business negotiation, online communities, social networks.
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Publications
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Le repositionnement du rôle de l'encadrement commercial intermédiaire : une approche par les représentationsGestion et management. Université d'Auvergne - Clermont-Ferrand I, 2004. Français. ⟨NNT : ⟩
Thèse
tel-00009579v2
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