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Selling Big to China : Negotiating Principles for the World's Largest Market.
This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The KnowledgeThe Sales CallThe...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken :
John Wiley & Sons,
2011.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Morgan, Morry. | |
| 245 | 1 | 0 | |a Selling Big to China : |b Negotiating Principles for the World's Largest Market. |
| 260 | |a Hoboken : |b John Wiley & Sons, |c 2011. | ||
| 300 | |a 1 online resource (209 pages) | ||
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| 505 | 0 | |a Title Page; Copyright Page; Dedication; Acknowledgments; Introduction; THE CHINESE GENERATIONS; SALES IN CHINA; MYTH 1: THE B2B SALE; MYTH 2: SALESPEOPLE CLOSE DEALS; Part One -- The Knowledge; CHAPTER 1 -- The Target Acquisition Equation; CHAPTER 2 -- Needs; CHAPTER 3 -- Features; CHAPTER 4 -- Benefits; CHAPTER 5 -- Goodwill; CHAPTER 6 -- Reputation; CHAPTER 7 -- Trust; CHAPTER 8 -- Agreement; Part Two -- The Sales Call; CHAPTER 9 -- Checking; Part Three -- The Negotiation; CHAPTER 10 -- Negotiating with Your Target; CHAPTER 11 -- Personalities of a Negotiation; CHAPTER 12 -- Tactics of Negotiation. | |
| 505 | 8 | |a Part Four -- Keeping Your Target SatisfiedCHAPTER 13 -- Maintenance; CHAPTER 14 -- Handling Complaints; Part Five -- Now What?; CHAPTER 15 -- Execution; Appendix; Bibliography; Index. | |
| 520 | |a This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The KnowledgeThe Sales CallThe NegotiationThe MaintenanceThe book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experi. | ||
| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and index. | ||
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