Pascal Brassier
Associate Professor - Negotiation, Sales Management, International Business
IAE Clermont Auvergne School of Management
BIO
Pascal Brassier is a Doctor in Business Administration, with a specialty in negotiation, sales management and international marketing & business. He is teaching full time for twenty years, and has previously served in several companies (SMEs, multinational firms) for thirteen years, working in direct selling, business management and sales training. He is Associate Professor at IAE Clermont Auvergne since 2013. He’s been the Head of the Marketing & Sales Department for 5 years. He is now Assistant Dean in charge of the AACSB Accreditation, and Director of the Master’s Degree in Sales Management & International Business. He’s also teaching as a guest professor in various countries (China, Denmark, Germany, Netherlands, Poland, Portugal, Sweden, USA, etc.). His research focuses on tech influences (online communities, social media) on client relationships, marketing, sales and negotiation practices. After Who are Salespeople (Action-Co-DCF, 2006), Boostyour sales with Social Networks (Eyrolles, 2009) and Sales Force Management (Pearson, 2011), his last handbook is Pro in B2B Selling, Vuibert (2020) written with J. Ventura, CSO of Fuji France(books written in French only). His last publications deal with gamification in education and business, competences in international business and sales, online communities and communities of practice in marketing management.