本教程在内容上，围绕一个跨国案例展开，从一台设备的进口谈起，将建立厂家与代理的业务关系、产品、产品的分销、促销、定价、公关、销售、目标市场、客户及进出口货物价格商谈、付款、包装运输、保险、合同的执行等等联系在一起。围绕这个案例，融入了相关的背景知识、会话样本及有关练习。学生可以充分理解案例背后的商务运作。
Introduction The Banking Industry
Unit OneBuilding Business Relations
Unit TwoCreating Effective Promotion Strategies
Unit ThreeOrganizing a Sales Training Program
Unit FourMeeting the Clients
Unit FiveEntertaining the Clients
Unit SixNegotiating Payment Terms
Unit SevenDelivering the Goods
Unit EgihtChoosing the Right Insurance
Unit NineHandling Disputes
Appendix 1Sample Sole Agency Agreement
Appendix 2Resellers Price Management Template
Appendix 3Sales Proposal Template
Appendix 4Major SSB Product Manufacturers in theWorld-
Appendix 5Sample Sales ContractIntroduction The Banking Industry
Unit OneBuilding Business Relations
Unit TwoCreating Effective Promotion Strategies
Unit ThreeOrganizing a Sales Training Program
Unit FourMeeting the Clients
Unit FiveEntertaining the Clients
Unit SixNegotiating Payment Terms
Unit SevenDelivering the Goods
Unit EgihtChoosing the Right Insurance
Unit NineHandling Disputes
Appendix 1Sample Sole Agency Agreement
Appendix 2Resellers Price Management Template
Appendix 3Sales Proposal Template
Appendix 4Major SSB Product Manufacturers in theWorld-
Appendix 5Sample Sales Contract
Reference List
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