电子教案Cap013.docVIP

教 案 International Marketing 国际市场营销 教研室： 商务英语教研室 教师姓名： 姚数萍 课程名称 国际市场营销 授课专业和班级 商务英语 B091203 授课内容 Chapter 13 – Personal Selling and Sales Management 授课学时 4 教学目的 1) Understanding the crucial role of interpersonal selling in international marketing. 2) Accounting for cultural and other differences in designing an international sales force. 3) Understanding the nuances of recruiting, selecting, evaluating, and motivating international sales representatives. 4) How to design training programs and compensation systems for international employees. 5) How to prepare