电子课件Chap.pptVIP

* The special training needs of international personnel; ?Motivation techniques for international sales representatives; ?How to design compensation systems for an international sales force; ?How to prepare Americans for foreign assignments; and ?The changing profile of the global sales and marketing manager. * The perception is that international assignments are glamorous, right? Not necessarily so. Expatriates face myriad challenges abroad as well as when they return home. When accepting the overseas posting they believe it is a good career move that will provide them with valuable international experience and so on. However, while they are away, their companies move on – sometimes they restructure – and the jobs they had before they left could possibly be eliminated. So much for job security. Not only does the expatriate have to adjust to another culture, so does his or her family. Many families find it very difficult. Then there’s the issue of returning home. Reentry is not as simple as it sounds. Culture shock takes place in reverse. Finally, the most pertinent question to answer is whether or not the international assignment will really help your career. The answer lies in your point of view. Since the world of business is increasingly more global, the scope of any international assignment will not only increase your international awareness, but will also increase your personal growth. * Growing global competition coupled with the dynamic and complex nature of international business increases both the need and the means for closer ties with both customers and suppliers. Particularly in relationship cultures such as China, relationship marketing, built on effective communications between the seller and buyer, focuses on building long-term alliances rather than treating each sale as a one-time event. Advances in information technology are allowing for increasingly higher levels of coordination across advertising, marketing research, and personal selling