国际市场营销学17e中英文对照PPT（凯特奥拉57406）教学课件170831-IM17-PPT-第17章-人员推销与销售管理-Personal Selling and Sales Management.pptx

《国际市场营销学17e中英文对照PPT（凯特奥拉57406）教学课件170831-IM17-PPT-第17章-人员推销与销售管理-Personal Selling and Sales Management.pptx》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、Chapter17PersonalSellingandSalesManagementCopyright©2016McGraw-HillEducation.Allrightsreserved.NoreproductionordistributionwithoutthepriorwrittenconsentofMcGraw-HillEducation.第17章人员推销与销售管理Copyright©2016McGraw-HillEducation.Allrightsreserved.Noreproductionordistributionwi

2、thoutthepriorwrittenconsentofMcGraw-HillEducation.LearningObjectives(1of2)LO1TheroleofinterpersonalsellingininternationalmarketingLO2TheconsiderationsindesigninganinternationalsalesforceLO3ThestepstorecruitingthreetypesofinternationalsalespeopleLO4Selectioncriteriaforint

3、ernationalsalesandmarketingpositionsLO5Thespecialtrainingneedsofinternationalpersonnel3Copyright©2016McGraw-HillEducation.Allrightsreserved.NoreproductionordistributionwithoutthepriorwrittenconsentofMcGraw-HillEducation.学习目标(1/2)国际营销中人际推销的作用设计国际销售队伍时需要考虑的因素招聘三类国际销售人员的步骤国

4、际销售和营销岗位的选拔标准国际人员所需的专门培训4Copyright©2016McGraw-HillEducation.Allrightsreserved.NoreproductionordistributionwithoutthepriorwrittenconsentofMcGraw-HillEducation.LearningObjectives(2of2)LO6MotivationtechniquesforinternationalsalesrepresentativesLO7Howtodesigncompensationsyst

5、emsforaninternationalsalesforceLO8HowtoprepareAmericansforforeignassignmentsLO9Thechangingprofileoftheglobalsalesandmarketingmanager5Copyright©2016McGraw-HillEducation.Allrightsreserved.NoreproductionordistributionwithoutthepriorwrittenconsentofMcGraw-HillEducation.学习目标(

6、2/2)激励国际销售代表的措施如何设计国际营销人员的薪酬体系如何使美国人做好赴国外任职的准备全球销售和营销管理者形象的变化6Copyright©2016McGraw-HillEducation.Allrightsreserved.NoreproductionordistributionwithoutthepriorwrittenconsentofMcGraw-HillEducation.TheRoleofInterpersonalSellinginInternationalMarketingThesalespersonisacompan

7、y’smostdirecttietothecustomer.Thesalesrepresentativeisthefinallinkintheculminationofacompany’smarketingandsalesefforts.Growingglobalcompetition,coupledwiththedynamicandcomplexnatureofinternationalbusiness,increasesboththeneedandthemeansforclosertieswithbothcustomersandsu

8、ppliers.Advancesininformationtechnologyallowhigherlevelsofcoordinationacrossadvertising,marketingresear