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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Morgan, Morry
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken : John Wiley & Sons, 2011.
Temas:
Marketing > China.
Selling.
Marketing > Chine.
Vente.
selling.
BUSINESS & ECONOMICS > Distribution.
BUSINESS & ECONOMICS > Marketing > General.
Marketing
Selling
China
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.
  • Part Four
  • Keeping Your Target SatisfiedCHAPTER 13
  • Maintenance; CHAPTER 14
  • Handling Complaints; Part Five
  • Now What?; CHAPTER 15
  • Execution; Appendix; Bibliography; Index.

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