Selling Big to China: Negotiating Principles for the World's Largest Market

內容簡介

It's been 30 years since Deng Xiaoping opened up China to the world and still it remains an enigma. Some of the world's most successful companies have come and gone while others merely maintain a low-key presence. So what is it that makes China so unique and what prevents companies with proven sales and marketing techniques from succeeding in the mainland? 

In Selling Big to China: Negotiating Principles for the World's Largest Market, China expert Morry Morgan shares proven sales and negotiation techniques for cracking the China market. The author also highlights the most common pitfalls experienced by newcomers to China. 

At the core of his book is the idea that in order to sell to the Chinese, you need a Chinese sales force. The challenges of managing this sales force should not be underestimated and neither should the cultural differences involved in dealing with China's ambitious Generation Y.

Combining practical advice with fascinating insight into the Chinese consumer culture, Morry Morgan's Selling Big to China is an essential tool for any sales person wishing to negotiate this lucrative but potentially treacherous market.