【2017年整理】电子教案Chap013.docVIP

PAGE \* MERGEFORMAT 1 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 Americans for assignments abroad. 6) The important characteristics of the global manager of the 21st century. 教学重点 the crucial role of interpersonal selling, the nuances of recruiting, selecting, evaluating, and motivating international sales representatives 教学方法 Student-oriented communicative teaching, free discussion and interaction. 教学过程 The teaching process of one lecture: Warm-up activities (10 minutes) Comments and suggestions (20 minutes) Detailed studies of this chapter (60 minutes) Question discussion (10 minutes) 作业 Case analysis and exercises 3-6 on page 343. 辅助手段 Multimedia software 教学内容 Warm-up activities Part I: Question for discussion: Q1: Have you ever been a salesman? Do you think you are a good salesman? If not, do you think how you can improve yourself to become a good salesman? Q2: What role does interpersonal selling play in international marketing? II. Comments and suggestions 1. One of the key themes of this chapter is well represented in Exhibit 17-4, that is, Japan is the toughest market for American firms. More adjustments have to me made in sales force management there than in any other single country. Case 4-5 (National Office Machines) works quite well to make the differences between the American and Japanese business systems quite clear. 2. A useful homework assignment is asking students to interview a local foreign ex