Multinational Corporations (MNCs) is one of the important factors of international trade, they may occur anywhere in the value chain. More organizations are becoming a global organization that is organizations that operate and market as if the entire world were a single entity without walls or borders. At some point, all multinational corporations must choose participation strategies that focus on the downstream activities of selling their products or service. In these, the key players in the organization are the managers or sales manager itself. Middle level management are the bridge between top management and basic management, they mostly can viewed the perspective a top management and lead the basic management. This study is to explore the role and competencies of sales managers, approach that the organization used to train and develop sales and sales managers, last but not the least, the development needs that the sales managers should have.
A qualitative research is being use in this research, an interview with different sales managers were applied in order to identify what are the specific skills and approaches are the most essential for a sales manager to be successful. From their personal experiences selling down to the person who sales, the roles and concerns or characteristics of a salesperson and sales manager is being discussed. Training is the stepping stone of every employee to way to the top as development. Management development can give an indication of influence on company performances. Sales managers do need development; they have different approach of development. While meeting business expectation, try to discover who are the talented person, who can help the organization. The position of middle and or top managers, career planning requires people to consider how their positions fit within a greater scheme.

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