约翰·卡斯林（Dr. John Caslione）

　　约翰·卡斯林博士（Dr. John Caslione）系安德鲁－沃特国际公司总裁、首席执行官，麦肯特公司的资深营销顾问。

　　约翰·卡斯林博士曾在美国纽约布法罗的纽约大学获得MBA学位，并在美国伊利诺斯州工业学院芝加哥法学院获法学博士学位。其亲自创办的安德鲁－沃特国际公司是一家致力于帮助企业制定并实施全球营销、销售、供应商和分销联盟、渠道策略的国际性营销和销售公司。卡斯林博士本人是当今世界顶尖的营销和销售专家，在增值营销及销售战略的制定和实施领域有深厚的造诣。卡斯林博士还是国际知名的演说家和实战专家，他一直致力于全球化、战略性供应商策略联盟开发（含国内及国际战略性客户的开发）、全球销售和分销战略制定等领域的研究和实践。

　　卡斯林博士曾亲自指导过全球6大洲90余家公司的营销运营，他在美国、欧洲、加拿大和亚洲成功地帮这些公司开发了营销和销售策略、全球性大客户管理方案。卡斯林博士还在全球范围内的70多个市场上帮助客户制定了大量的销售及分销渠道策略，这些市场既包括西方工业化市场，也包括中欧、东欧、俄罗斯及独联体、中亚、中东及海湾各国、亚洲、中国、印度、非洲、南美等地区的市场。

　　卡斯林博士曾任职于AT&T（美国电话和电报公司）国内客户部，其后，又加入了波士顿Spectrum顾问公司，从事顾问工作多年，深受客户好评。其客户遍布全球，主要包括ABB半导体（欧洲）、培根-迪克逊生物科技（欧洲）、Chevron Texaco Lubricants （中国、亚洲、中东和非洲）、埃克森美孚石油（欧洲和非洲）、惠普（欧洲）、IBM（美国和亚洲）、AT&T（美国）， John Deere（欧洲、亚洲和非洲）、强生（欧洲）、Pinkerton Security（美国、欧洲和亚洲）、R.J.雷诺兹国际公司（欧洲、俄罗斯及独联体、中东、亚洲和非洲）、罗克韦尔国际（美国）、Abbott实验室（美国）、施乐（美国）等。

　　卡斯林先生是西北大学的凯洛格管理学院的客座教授，他经常参与到“凯洛格经理人开发项目(简称EDP项目)”和“凯洛格全球管理项目（简称GIM项目）”中，并对学员就全球营销及全球业务开发（包括在中国及亚洲的业务运营）进行演讲。自1992年以来，卡斯林博士一直也是南方卫理公会教派大学（SMU）考克斯商学院“经理人教育及开发项目”组的成员之一，主要讲授“增值营销和销售策略”、“战略性客户管理”、“开发分销网络”等课程。卡斯林博士还作为客座教授为欧洲管理中心（MCE）、Frost & Sullivan (欧洲和亚洲部分)提供服务，主要讲授管理类的课程，主要课程包括“增值营销和销售策略”、“全球及战略性客户管理”、“分销渠道管理策略”、“在新兴市场上制定销售和分销策略”等。 卡斯林博士的一部近作——《在新兴市场上拓展业务：前景和威胁》于2002年在Greenwood出版社出版，此书被誉为“业务全球化方面的权威著作”，这本重点论述了新兴市场上如何制定销售和分销策略。卡斯林博士的另一本著作——《全球趋势：无国界经济下的业务拓展》于2001年由Dearborn出版社出版，该书为所有打算在全球新环境下拓展业务的企业提供了全面的指导，并指出了相应的组织及技能要求。卡斯林博士的书籍曾受到哈佛商学院出版物“哈佛职场知识（HBS Working Knowledge，简称HBSWK）” 的特别推介——HBSWK是向企业人士及时提供商业信息和最有价值资源的一本刊物，该刊物曾将卡斯林博士的近作列为2002年最佳商业书刊之一。

[专家推荐]
　　“在努力建立起四大洲的市场份额后，我只希望我能更早些遇到约翰·卡斯林。无论在哪里，约翰给我和我的公司一再表示，一个考虑周密的销售和分销战略能产生强大的竞争优势，甚至在新生市场的不完全竞争领域。如果你想赢得大的市场份额，如果你想成功的话，那么约翰·卡斯林的指导及其战略是必不可少的，它们影响着销售工作的根本！”
——J．罗素·齐泊曼，R．J．雷诺兹国际公司的副总裁

　　约翰·卡斯林博士对冲击当今市场的各种力量（全球范围内）有敏锐的认识，他在营销实战领域享有崇高的地位，其提供的营销工具和最佳实践使许多处于困境中的企业在收入和利润上获得了突破。
——菲利普·科特勒（现代营销学之父）

“卡斯林是一位具有远见卓识的演说家！内容很精彩。卡斯林博士为我们提供了极好的预见，并且在如何获得真正的战略合作伙伴方面给予了很好的建议。”
-- Participant Supplier Clarke American's hosted Strategic Supplier Conference

Speaker Profile

President and CEO of Andrew-Ward International, Inc. (AWI), an international marketing and sales firm that specializes in assisting companies in developing and implementing global marketing, sales, supplier and distribution business alliance and channel strategies.

Mr. Caslione is a leading industry speaker and expert in the value-added marketing and sales strategy development and implementation. Mr. Caslione is also a leading international speaker and expert on globalization and in the development of strategic supplier alliances (strategic, national and global account program development) and global sales and distribution strategy development.

As the key principal at AWI, Mr. Caslione has personally conducted business in more than eighty- five (85+) countries on six continents where he has assisted companies to develop successful marketing and sales strategies, global and major account management programs in the USA, Europe, Canada and Asia. Mr. Caslione has also assisted companies in the development of sales and distribution channel strategies in more than seventy (70+) markets worldwide in both industrialized markets in the West, and in emerging markets such as Central and Eastern Europe, Russia and CIS, Central Asia, The Middle East and the Gulf States, Asia, China, India, Africa and South America.

Mr. Caslione began his career with AT&T, a leading global telecommunications company, in AT&T's National Accounts Division. After a successful career with AT&T, Mr. Caslione joined Spectrum Corporation, a Boston-based consultancy until launching his first two companies.

Mr. Caslione went on to launch Synergy Links and Technology Staffing Resources, two Boston- based computer staffing resources firms. Mr. Caslione then went on to lead the successful turnaround of a New England-based $48 million personnel services firm acquired by Hestair, then a division of industrial conglomerate BET Ltd (UK) before launching Andrew-Ward International.

AWI's clients include: ABB Semiconductors (Europe), Becton-Dickenson Biosciences (Europe), Chevron Texaco Lubricants (China, Asia, Middle East & Africa), Exxon Mobil Chemical Films (Europe & Africa), Hewlett-Packard (Europe), IBM (USA & Asia), AT&T (USA), John Deere (Europe, Asia & Africa), Johnson & Johnson (Europe), Pinkerton Security (USA, Europe & Asia), R.J. Reynolds International (Europe, Russia and CIS, Middle East, Asia & Africa), Rockwell International (USA), Abbott Laboratories (USA), Xerox (USA) and many others worldwide.

Mr. Caslione is a frequent guest lecturer at Northwestern University's Kellogg School of Management where he speaks to business executives in Kellogg's Executive Development Program (EDP), as well as in Kellogg's Global Initiatives in Management Program (GIM) in the areas of global marketing and global business development, including doing business in China and in Asia. Mr. Caslione is also a member of the adjunct faculty of Southern Methodist University's (SMU) Executive Education and Development Program in its Cox School of Business since 1992, where he conducts his management seminars entitled, Value-Added Marketing and Sales Strategies, Strategic & National Accounts Management and Developing Distributor Sales Networks.

Mr. Caslione further serves as a guest speaker for the Management Centre Europe (MCE), Frost & Sullivan (F&S) in Europe and Asia where he conducts his management seminars: Value-Added Marketing and Sales Strategies, Global & Strategic Accounts Management, Distributor Channel Management Strategies and Developing Sales & Distribution Strategies in Emerging Markets.

Mr. Caslione's second book entitled, "Global Manifest Destiny: Growing Your Business In A Borderless Economy" (Dearborn Publishing, 2001), provides critical insights and an organizational and competencies roadmap for all companies to become true "global organizations" to successfully compete in the new global business environment. His new book was a featured book recommendation and chosen as one of the top business book picks for 2002 by Harvard Business School's "HBS Working Knowledge" (HBSWK), a publication focused on providing timely business information and recommending the most valuable resources available to the business community.

Mr. Caslione's first book entitled, "Growing Your Business in Emerging Markets: Promise and Perils" (Greenwood Publishing, 2000), is considered to be a leading authoritative book on business globalization with special focus on developing sales and distribution strategies in emerging markets.

Mr. Caslione has a earned his Master of Business Administration (M.B.A.) from the University of New York at Buffalo, as well as his Doctorate of Law (J.D.) from Illinois Institute of Technology's Chicago-Kent College of Law.

发表时间：2002-01-18，更新时间：20050516104021