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. 課程 （中文） Course Name Credit 課程簡介（中文） Course Description Examination mode 管理學（石振香） Management 3 管理學是經(jīng)濟、管理類專業(yè)的專業(yè)基礎(chǔ)課程和核心課程，是一門系統(tǒng)地研究管理過程的普遍規(guī)律、基本原理和一般方法的科學。本課程詳細講解了計劃、組織、領(lǐng)導與控制等管理職能的客觀規(guī)律和實施方法。課程采用課堂教學、科研和實踐活動一體化的教學方式，以課堂教學為主，科研和社會實踐活動為輔，加強學生對管理學理論和知識的理解和認識，增強學生參與管理實踐的意識。本課程的任務(wù)是使學生能夠系統(tǒng)地掌握管理學的知識體系，能綜合運用管理學的基本理論和方法，并分析和解決管理中的實際問題，為后續(xù)專業(yè)課程的學習奠定管理學基礎(chǔ)。 Management, the basic and core discipline of economics and management students, is a science which systematically studies the universal law, basic principles and general methods of the management process. This course teaches the objective laws and methods of the management functions in details, such as planning, organizing, leading and controlling, etc. In order to strengthen students’ understanding of management theories and knowledge and enhance awareness of participating in the management practices, the course uses teaching methods including classroom teaching, researching and social practicing. Classroom teaching is the main part, while others are auxiliary. This course’s target is to enable students to master the management’s knowledge system, to apply basic theories and methods, to analyze and solve practical problems in management and lay a good management foundation for follow-up study of major disciplines. Written examination 經(jīng)濟學原理（李林芳） Principles of Economics 4 經(jīng)濟學原理是一門研究一定經(jīng)濟制度下資源配置與利用的課程。本課程包括微觀經(jīng)濟學和宏觀經(jīng)濟學兩部分。微觀經(jīng)濟學以單個經(jīng)濟單位為研究對象，通過研究單個經(jīng)濟單位的經(jīng)濟行為說明價格機制如何解決社會的資源配置問題。宏觀經(jīng)濟學研究整體經(jīng)濟運行的規(guī)律，說明怎樣實現(xiàn)經(jīng)濟穩(wěn)定和增長。 Principles of Economics is a course studying the allocation and utilization of resources under a certain economic system. This course includes two parts, microeconomics and macroeconomics. Microeconomics take single economic unit as the object of the research. It explains how does price mechanism solve the problems of resource allocation. Macroeconomics studies the rules of how modern market economy operates. It explains how to achieve economic stability and economic growth. Written examination 市場營銷學（劉文斌） MarketingManagement 3 本課程闡明市場營銷學的基本理論、基本知識及市場營銷的基本技巧與技術(shù)，并結(jié)合案例分析市場營銷中的實際問題，以提高學生分析和解決問題的能力。通過學習本課程，學生應(yīng)掌握以下內(nèi)容：市場營銷的基本觀念，市場營銷的管理，市場營銷環(huán)境的分析，市場的調(diào)研與市場預(yù)測，消費者的購買行為，市場競爭者以及其競爭策略，目標市場的營銷，產(chǎn)品分析以及產(chǎn)品策略，企業(yè)的定價方法以及價格策略的選擇，產(chǎn)品的營銷渠道及其選擇與管理，企業(yè)產(chǎn)品的促銷手段以及促銷策略的選擇，企業(yè)的形象的策劃與企業(yè)危機的處理。 This course explains the basic theory, knowledge and skills and techniques of marketing, and combines with case study to promote student’s ability of problem analyzing and solving. After learning this course, students should grasp the knowledge including basic concepts of marketing, marketing management, analysis of marketing environment, market research and prediction, customer behavior, competitors and competition strategies, marketing in a target market, product analyzing and marketing strategies, price decision and price strategic choice, marketing channels as well as it’s selection and management, the promotion of product and the selection of promotion strategies, corporation identity design and treatment with the crisis when company encountered, etc. Written examination 組織行為學（石振香） Organizational Behavior 2 《組織行為學》是管理學發(fā)展過程中形成的以心理學、社會學、人類學、政治學等多學科為基礎(chǔ)的獨立的應(yīng)用科學。它以各類組織中人的心理與行為特點和規(guī)律為研究對象，探討個體、群體和組織三個層面的因素如何影響個人及其所在組織的行為，目的使管理者能夠根據(jù)人的行為規(guī)律，創(chuàng)設(shè)健康的工作氛圍，發(fā)揮人的積極性和創(chuàng)造性，以實現(xiàn)組織的目標和提高人的滿意度。通過本課程的學習，學生可以掌握組織行為學的概念體系、理論模型和分析架構(gòu)，獲得相關(guān)的知識，以及專業(yè)術(shù)語的英語表達，能夠看相關(guān)國外文獻資料；培養(yǎng)科學的思維方式和掌握客觀的研究行為的方法，避免直覺經(jīng)驗式或主觀片面式的行為分析 Organization Behavior is a branch of applied science mainly based on psychology, sociology, anthropology and political science. It focuses on people’s psychology and behavior within organizations, and it investigates the impact of individuals, groups, and structure on behavior within organizations for the purpose of applying such knowledge toward creating healthy working atmosphere, giving full play to people’s professional knowledge or skill, improving an organization’s effectiveness and job satisfaction. On the completion of this course, students will be able to: understand the essential rules of psychology and behavior within organizations; grasp systematically the theories and methods of modern HR management; develop scientific ways of thinking; master the methods of behavior study; avoid empiricism and lopsided analysis. Written examination 運籌學（孫學珊） Operations Research 4 本課程是經(jīng)濟與管理系各專業(yè)的專業(yè)基礎(chǔ)課。它以數(shù)學為主要工具，尋求由生產(chǎn)、管理和生活中提出的若干問題的最優(yōu)方案，是一門研究優(yōu)化決策的科學。通過本課程學習使學生掌握運籌學的基本模型及其求解原理、方法技巧、主要算法和實際應(yīng)用；同時能夠運用常用數(shù)學軟件（Excel，LINGO等）求解運籌學的一些實際應(yīng)用案例，從而培養(yǎng)學生建立數(shù)學模型，選擇優(yōu)化方法，利用計算機去處理、分析數(shù)據(jù)和解決實際問題的能力。 This course is the professional basic course for department of economics and management. It takes mathematics as the main tool to search the optimal solution for problems in production and management. It is a branch of science that studies the optimization decision. This course makes students master the basic mathematical model, the solving principles, operational research techniques, main algorithms and actual applications. At the same time, students can use commonly mathematical software (such as Excel, LINGO etc.) to solve some practical applications of operational research cases, so as to cultivate the ability of students to establish the mathematical model, select optimal method and use the computer to analyze data. Written examination 生產(chǎn)與運作管理（王輝） production and operation management 3 本課程系統(tǒng)講述生產(chǎn)與運作管理的理論與方法，內(nèi)容包括生產(chǎn)與運作管理概述、生產(chǎn)戰(zhàn)略管理、新產(chǎn)品開發(fā)與選擇、生產(chǎn)設(shè)施選址與布置、計劃與控制、供應(yīng)鏈管理、先進生產(chǎn)管理方式。是工業(yè)工程專業(yè)、工商管理專業(yè)和信息管理與信息系統(tǒng)專業(yè)的重要專業(yè)課程。 This course is about management theory and method of production and operations, the content of this course includes the summary of production and operation management, production strategic management, new product development and selection, production facility location and layout, plan and control, supply chain management, and the way of advanced production management. It is the important professional course in majors of industrial engineering, business management, information management and information systems professional. Written examination 會計學（李林芳） AccountingPrinciples 3 本課程主要介紹會計的基本概念、基本理論和基本方法。通過學習本課程，使學生了解會計信息的收集、整理、分類、匯總和披露的全過程，使學生對會計這一學科有一個初步的了解和認識，明確做好會計工作對于加強企業(yè)經(jīng)濟管理的重要性，以使他們在未來的經(jīng)濟管理工作中更好地發(fā)揮會計的作用。 This course mainly introduces the basic concept and the theories and methods of accounting. Learning this course enables students to understand the whole process of accounting information, including collection, sorting, classifying, summarizing and disclosure, so that students can have a preliminary understanding of this course and realize the importance of accounting for strengthening economic management. Written examination 管理英語（王輝） Management English 2 管理英語是經(jīng)管系各專業(yè)的一門學科基礎(chǔ)課。本課程主要針對管理學領(lǐng)域中的專業(yè)知識，以及商務(wù)溝通、商務(wù)演講等安排教學內(nèi)容，從聽說、詞匯、語法、閱讀、寫作等多方面提升管理英文應(yīng)用能力。 Management English is a basic course for each professional subject. Aiming at Professional knowledge in the field of management, the teaching content includes business communication, business address, etc. Students can improve English application ability such as speaking, vocabulary, grammar, reading, writing and so on. Written examination 應(yīng)用統(tǒng)計學（張秀杰） Applied Statistics 3 本課程是管理類、經(jīng)濟類專業(yè)學生的一門專業(yè)基礎(chǔ)課程。在現(xiàn)代經(jīng)濟管理、生產(chǎn)管理中處于非常重要的地位。本課程主要講述統(tǒng)計數(shù)據(jù)的搜集、加工整理以及在經(jīng)濟學、管理學中常用的統(tǒng)計分析方法。通過本課程的教學，使學生掌握統(tǒng)計學的基本理論知識和統(tǒng)計指標的計算方法，相關(guān)的統(tǒng)計分析技能，培養(yǎng)學生運用所學知識進行定量分析問題的能力。 This course is the professional basic course for the management and economy students. The course is in a very important position in modern economic management and production management field. This course focuses on the methods of statistical data collection, processing and statistical analysis methods commonly used in economics and management field. Through the course, students will master the basic theory of statistical knowledge, the calculation method of statistical indicators and statistical analysis of related skills. This course will also train students ability to use knowledge for quantitative analysis of the problem. Written examination 企業(yè)戰(zhàn)略管理（石振香） Strategic Management of Enterprises 2 《企業(yè)戰(zhàn)略管理》課程宗旨是向經(jīng)濟管理類專業(yè)的本科生傳授戰(zhàn)略分析和決策的基本理論和方法，提高學生的戰(zhàn)略管理水平和實際操作能力。通過本課程的學習，使學生能夠掌握企業(yè)戰(zhàn)略管理的基本理論、基本方法和基本技能；使學生能夠具有一定的戰(zhàn)略思維能力，培養(yǎng)學生的戰(zhàn)略實施藝術(shù)；為學生今后走入企業(yè)或社會從事研究和制定戰(zhàn)略決策奠定基礎(chǔ)。本課程一直保持著對學科前沿的追蹤與探索，注重戰(zhàn)略的原理性分析；涵蓋了戰(zhàn)略管理的基本理論和方法，按“戰(zhàn)略分析—戰(zhàn)略選擇—戰(zhàn)略實施”邏輯展開；本課程注重案例教學，其案例具有典型性、代表性并不斷更新。本課程體系包括相互銜接和配套的大綱、教材、教案、課件和題庫，配備了參考文獻目錄及輔助閱讀書目。 Enterprise Strategy Management teaches undergraduate major the basic theories and methods of strategic analysis and decision-making. Through the study of this curriculum: Students will improve the strategic management level and practical ability. Students can master the basic theories, methods and basic skills so that they will be able to do strategic thinking. This course has been maintained to track the cutting-edge knowledge and focus on the principles of strategic analysis. The course focuses on case study, and cases studied in this course are typical, representative and constantly updated. This curriculum system includes matching outline, teaching materials, lesson plans, courseware and questions, with references and supplementary reading lists directory. Written examination 管理信息系統(tǒng)（楊欣） Management Information System 3 本課程是為管理學科本科生開設(shè)的學科基礎(chǔ)課，也是教育部管理科學與工程專業(yè)教學指導委員會規(guī)定的管理科學與工程專業(yè)的核心課程。主要內(nèi)容是研究運用計算機技術(shù)解決企事業(yè)管理中信息的收集、加工處理、存儲、傳遞等系統(tǒng)問題的主干學科基礎(chǔ)課。 This course is for management undergraduate course, which is a core course required by management science and Engineering Teaching Guidance Committee of Ministry of education and management science and engineering. The main content is to study the application of computer technology to solve the problem of information management of enterprises and institutions, and the collection, processing, storage, transmission of the information. Written examination 財務(wù)管理（李林芳） Financial Management Principles 2 本課程幫助學生樹立財務(wù)管理的基本理念，了解企業(yè)財務(wù)管理的基本框架，掌握基本的財務(wù)管理決策方法，為以后的專業(yè)課學習奠定堅實的基礎(chǔ)。需要掌握財務(wù)管理的貨幣時間價值、風險報酬等基本理念，了解企業(yè)的籌資決策、投資決策、流動資金管理、銷售預(yù)測及利潤預(yù)測管等基本內(nèi)容。 This course introduces the basic concept, framework and the decision-making method of financial management. It lays a solid foundation for professional course in the future. This course mainly includes: the time value of money, risk premium, financing decision, investment decision, current funds management, sales forecasting, profit forecasting ,etc. Written examination 數(shù)據(jù)庫原理與應(yīng)用（張秀杰） Database principles and applications 3 數(shù)據(jù)庫技術(shù)是計算機科學的一個重要分支，是信息時代的標志性技術(shù)，是構(gòu)造信息系統(tǒng)的基礎(chǔ)。數(shù)據(jù)庫原理課講授數(shù)據(jù)庫技術(shù)的基本原理，主要介紹數(shù)據(jù)庫系統(tǒng)的基本概念、數(shù)據(jù)庫設(shè)計理論和數(shù)據(jù)庫基本操作，是計算機類專業(yè)的一門主干專業(yè)基礎(chǔ)課,也是信息管理與信息系統(tǒng)專業(yè)的一門必修課。 Database technology is an important branch of computer science, is the symbol technology of the information age, and is the basis of structuring the information system. We teach the basic principle of database technology in the lessons of the database principle, and mainly introduce the basic concept of database system, database design theory and basic operation of database. This is a main specialized basic course of computer specialty, and is a required course for information management and information systems major. Written examination 技術(shù)經(jīng)濟學（楊欣） Technological Economics A 3 本課程是為管理學科本科生開設(shè)的學科基礎(chǔ)課。借鑒國內(nèi)外相關(guān)學科知識，結(jié)合我國目前國情，系統(tǒng)全面地學習技術(shù)經(jīng)濟的理論、方法與實踐。內(nèi)容包括：經(jīng)濟性評價基本要素、資金的時間價值、經(jīng)濟性評價方法、不確定性評價法、建設(shè)項目可行性研究、設(shè)備的技術(shù)經(jīng)濟分析、價值工程、項目可持續(xù)發(fā)展評價及技術(shù)創(chuàng)新。 This course is for management undergraduate course. From the relevant subject knowledge at home and abroad, combined with Chinas current national conditions, it is a comprehensive system to study the theory and practice, technical and economic method. Contents include: the basic elements of economic evaluation, the time value of money, the method of economic evaluation, uncertainty evaluation, feasibility study on construction project, equipment technical and economic analysis, value engineering, project evaluation of sustainable development and technology innovation. Written examination 人力資源管理（石振香） Human Resource Management 2 本課程闡述了人力資源管理的基本理論、基本知識及管理的基本技巧與技術(shù)，并結(jié)合案例分析人力資源管理中的實際問題，提高學生分析和解決問題的能力。通過學習，學生應(yīng)掌握人力資源管理的基本概念及其流派，人力資源管理模式的比較，勞動組織，企業(yè)中的個人行為，激勵因素，職工的招聘和配備，職工的培訓和開發(fā)，勞動工資，職工福利，管理人員報酬，工會和勞資集體談判等。 This course explains the basic theory, knowledge and skills and techniques of human resource management, and combines with case study to promote student’s ability of problem analyzing and solving. After learning this course, students should grasp the basic concepts and genres of human resource management; know the difference between different approaches of human resource management; grasp the knowledge of organization; know individual behaviors in enterprises; and grasp the incentive factors as well as the method of employee’s recruiting and arrangement, training and development. Besides, students should also grasp the knowledge of employee’s benefit and compensation, manager’s payment, labor union, negotiation between employers and employees, etc. Written examination 信息檢索（劉文斌） Information Resource Search and Application 1.5 本教程通過一定的理論教學和實際操作訓練使學生能掌握和熟悉Internet環(huán)境、網(wǎng)絡(luò)信息 資源的檢索原理和檢索技能，學習如何從Internet上獲取有價值的信息，將存于世界各處的數(shù)字化信息集于桌前。主要內(nèi)容有：掌握Internet的基本概念、網(wǎng)絡(luò)接入方法；了解文獻信息的基本知識，信息分類方法；熟練掌握Internet的主要服務(wù)及相關(guān)工具軟件的使用；了解網(wǎng)絡(luò)與計算機信息檢索的基本原理；掌握Internet上搜索引擎的檢索方法；掌握Internet上中文網(wǎng)絡(luò)數(shù)據(jù)庫的檢索方法；了解國外常用文摘型網(wǎng)絡(luò)數(shù)據(jù)庫和全文型絡(luò)數(shù)據(jù)庫數(shù)據(jù)庫的檢索方法；了解圖書期刊和特種文獻的查找技巧。 This course introduces the basic concepts, the methods of connecting into network, the elements of literature information, the ways of information classification, the main service and tool software of internet, the basal principle network and computer information search, the search methods of search engines and Chinese network database in internet, how to search in tabloid and article network database and the search ways of books, journal and special literature. Written examination 國際貿(mào)易（劉文斌） InternationalTrade 2 本課程主要介紹國際貿(mào)易的發(fā)展和世界市場的形成；二次大戰(zhàn)后的國際貿(mào)易和世界市場；對外貿(mào)易在國民經(jīng)濟中的地位和作用；馬克思主義的國際分工理論；西方經(jīng)濟學家的國際貿(mào)易學說；馬克思的國際價值理論；世界市場價格；對外貿(mào)易政策；關(guān)稅與非關(guān)稅壁壘；出口促進與出口管制；國際資本移動；跨國公司；關(guān)貿(mào)總協(xié)定與世界貿(mào)易組織；國際經(jīng)濟一體化；發(fā)達國家間的貿(mào)易關(guān)系；發(fā)展中國家與國際經(jīng)濟新秩序。 The main contents in this course include: firstly the basic knowledge of international trade which introduce international division, world markets, and international market prices; secondly the traditional and contemporary theories of international trade and the theories of trade protection; thirdly the policies of international trade such as tariff and non-tariff’s barriers, the methods of promoting export; and finally the system and features of today’s international trade which mainly focus on the international trade agreement and treaty, WTO and so on. Written examination 招聘與人才測評（劉文斌） Recruitment and Employment 2 本課程較全面系統(tǒng)地介紹了人員招聘和錄用的相關(guān)理論、方法、過程和技巧，并結(jié)合人才測評在人力資源管理尤其是選拔中的重要性講授了人才測評的理論基礎(chǔ)、如何開展人才測評、如何運用相關(guān)技術(shù)選拔人才和有效配置人才等理論和方法，目的在于使學生全面、系統(tǒng)地了解人員招聘的理論與方法，了解人才測評并掌握人才測評的理念和技術(shù)。 This course introduces systematically correlation theories, theoretical approaches and skills on Recruitment and Employment, and also tells us what is Talent Assessment and how to do it which plays such an important role in HRM. This course aims at making students understand the theories and methods of recruitment and employment comprehensively and systematically, and know how to do talent assessment. Written examination 培訓與人力資源開發(fā)（劉文斌） Training and Development 3 本課程全面系統(tǒng)地介紹了現(xiàn)代培訓與開發(fā)的基本概念和原理，培訓與開發(fā)的需要評估、方法、職業(yè)生涯設(shè)計、培訓與開發(fā)中的學習原理、培訓有效性評估，著重探討了在當前技術(shù)應(yīng)用廣泛、變革日益加劇情況下的培訓與開發(fā)的一些新趨勢。旨在為學生提供人力資源培訓與開發(fā)的基本理論與常用方法。 This course systematically introduces the basic concepts and principles of Training and Development, the principles and methods of needs assessment, career design, and validity assessment. This course emphatically discusses new trends of training and development under current new situation. The aim of this course is to provide students with the basic theories and commonly used methods of Training and Development. Written examination 經(jīng)濟法（趙文博） Economic Constitution 2 經(jīng)濟法A是專門為財務(wù)管理專業(yè)設(shè)置的課程，包括基本經(jīng)濟法理論，如合同法、公司法、證券法、票據(jù)法、反不正當競爭法、工業(yè)產(chǎn)權(quán)法等內(nèi)容，更側(cè)重于會計法規(guī)等會計從業(yè)資格證書考試相關(guān)內(nèi)容。 This course is set for students of financial management, it includes the basic content of economic constitution, such as law of contract, company law, securities law, negotiable instruments law, anti-unfair competition law, industrial property law, etc. It focus on accounting regulations and laws, and it can meet students’ needs of taking examinations of accounting professional certificates. Written examination 金融學（石振香） Finance 2 從分析金融運作對象——貨幣、貨幣資金、金融工具、金融資產(chǎn)入手，闡述貨幣 時間價值原理；介紹金融機構(gòu)體系和金融市場體系的具體類型及業(yè)務(wù)，說明其在現(xiàn)代經(jīng)濟中的重要作用；研究貨幣政策及作為其依據(jù)的貨幣理論等。通過本課程的學習，使學生了解金融學的基本概念與基礎(chǔ)知識，熟悉金融學原理體系、分析框架及思維方式，從而為以后的專業(yè)課學習打下扎實的基礎(chǔ)。 The framework of this course starts with the analysis of financial operation objects, such as currency, funds, financial tools and assets. Also the course explains the principles of the currency time value, introduces the concrete classification and business of financial instruments and markets, and then points out its significance to contemporary economy. It discusses the monetary policy and theories. From the course students will get the basic concepts and fundamental knowledge of finance, and be acquainted with financial principle and analysis methods. Those will help them to improve their consequent study of specialized courses. Written examination 企業(yè)管理概論（石振香） Business Studies Management 2 本課程比較全面、系統(tǒng)、準確地闡述企業(yè)管理的基本原理，在原理和案例的列舉中要多聯(lián)系國內(nèi)外知名企業(yè)的管理實際，強調(diào)學以致用，同時安排必要的思考題，案例分析題，讓學生參與教學的機會。通過本課程的教學，可以使學生掌握企業(yè)管理的基本知識、基本原理與方法，初步學會用企業(yè)管理理論知識認識、分析和解決企業(yè)實際問題，同時培養(yǎng)學生綜合素質(zhì)能力，為畢業(yè)后成功地走上社會參加企業(yè)管理實踐打下基礎(chǔ)。 This course is a more comprehensive, systematic and accurate exposition of the basic principles of business management. The principles and cases listed are from more well-known companies, stressing to apply students’ knowledge and arrange the necessary thinking questions, allow students the opportunity to participate in teaching. By learning this course, students can master the basics of business management, basic principles and methods, theoretical knowledge with business management knowledge, analyze and solve practical problems, etc. Written examination 消費者行為學（劉文斌） ConsumerBehavior 2 本課程闡明消費者行為學的基本理論、基本知識，并結(jié)合案例分析影響消費者購買的因素，以提高學生分析和解決問題的能力。通過學習，學生應(yīng)理解并掌握消費者行為研究的意義、發(fā)展歷史、理論淵源、研究方法、簡單的介紹消費者行為研究的基本內(nèi)容；消費者的購買決策過程；個體和心理因素對消費者的行為的影響；環(huán)境因素對消費者行為的影響等方面的內(nèi)容。 This course explains the basic theory and knowledge of consumer behavior, and combines with case study to promote student’s ability of problem analyzing and solving. Though learning this course, students should know the significance and research method of consumer behavior, with its theoretical origin and history development; grasp the decision-making process in consumer’s buying behavior; understand how the individual together with its psychology have an effect on the consumer’s behavior and how the environment influence the consumer’s behavior, etc. Written examination 市場調(diào)查（劉文斌） Marketing Research 3 本課程主要介紹市場研究基本內(nèi)容，包括市場研究機構(gòu)的設(shè)置與調(diào)研流程，以及研究方案的設(shè)計，定性和定量研究的方法與運用，市場研究中信息化技術(shù)的運用，現(xiàn)場的質(zhì)量控制以及統(tǒng)計分析方法，市場分析以及消費者行為的分析，市場研究報告的撰寫等。通過本課程的學習，學生應(yīng)能掌握市場調(diào)研的方法，并能進行實際運用。 This course introduces the essential contents of market research, including the research institute setting up, research procedure, research planning, research method application in qualitative and quantitative as well as information techniques, quality control on the spot, statistics, market analysis and consumer behavior analysis, written of the market investigation report, etc. Through learning this course, student should grasp the method of market research, and could put them into practice. Written examination 銷售管理（劉文斌） Sales Management 2 本課程的內(nèi)容包括，銷售管理的基本原理，銷售的計劃、組織和區(qū)域管理、銷售人員的招聘、選拔和培訓，銷售人員薪酬模式的選擇及標準的確定、薪酬制度實施的方法、激勵與績效考評，銷售的程序與模式，銷售技術(shù)、客戶關(guān)系管理、銷售網(wǎng)絡(luò)管理、銷售會議、促銷管理，銷售競爭的特點、策略以及提高銷售核心競爭力的途徑。 This course mainly involves the essential principle of sales management, sales planning, organizing and region managing, sales force recruiting, selecting and training, the establishment and selection of compensatory scheme and its criterion and implementation, sales force promoting and performance appraisal, sales program, style and skill, customer relationship management, sales network managing, the characteristics and policies of sales competition, the ways of enhancing the core competence. Written examination 廣告學（劉文斌） AdvertisingM