Management

Step-by-step selling guide

By Morry Morgan (China Daily)
Updated: 2010-11-08 08:12

Deng Xiaoping opened up China to the world 30 years ago. Some of the world's most successful companies have come and gone while others merely maintain a low-key presence. Success on the mainland still remains a mystery for many companies, especially with regard to sales, marketing and negotiation techniques in this unique market.

In Selling Big to China: Negotiating Principles for the World's Largest Market, author Morry Morgan shares proven, step-by-step solutions for decoding the market. With more than nine years of experience in sales and negotiations in China, he highlights the most common pitfalls and how to avoid them. At the core of his book is the idea that a business needs a Chinese sales force to sell in China. The challenges of managing this sales force should not be underestimated and neither should the cultural differences involved in dealing with the ambitious Generation Y, a task this book is designed to help.

Divided into four main sections - The Knowledge, the Sales Call, the Negotiation, and the Maintenance - this book is a comprehensive sales and negotiating guide that includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the Middle Kingdom.

Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly and provide any sales person wishing to enter this challenging market with an easy to understand strategy for doing business on the Chinese mainland. It is the book countless sales directors should have read before investing in China and losing millions.