Course name : "Cross-cultural management"

V. Case Study (18 points for each question, 36 points In total) Company A was a well-known domestic biopharmaceutiell company in China. Due to mar ket demand in North America. this Chinese company wanted to build a business team in A merica. The main positions of the team at the initial stage were sales manager. technical manager, project manager and other positions. In the early stage of operation. due to the surge of business volume, sales stafng was limited, but the company could not ensure th at the marketing personnel was available in the short term. Considering that the technical and project managers had relevant expertise they were expected to cooperate with sales manager to accomplish the imminent business goals. The domestic HR department in Chi na met with the local technical and project managers in America to discuss this matter, bu t the American technical and project managers refused on the grounds that they were not sales professionals and that undertaking sales work was not part of theirjob description. According to these situations. please answer the following questions: 1. Why does this result happen and what is the root cause? 2 How would you handle this if you were the manager