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 Knowledge
* The Sales Call
* The Negotiation
* The Maintenance
The 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 experience, as well as case studies developed
by working closely with leading companies in China. Some of these
companies include Rockwell Automation, Microsoft, Thomson, SAP, and
NBC.
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
the reader with an easy to understand strategy to doing business in
mainland China.
Spis treści
Acknowledgments.
Introduction.
PART ONE: THE KNOWLEDGE.
Chapter 1. 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 SATISFIED.
Chapter 13. Maintenance.
Chapter 14. Handling Complaints.
PART FIVE: NOW WHAT?
Chapter 15. Execution.
Appendix.
Bibliography.
Index.
O autorze
Morry Morgan’s dual roles of general manager and corporate
trainer in the field of sales and negotiations ensure that he is
always refining his skills and being tested by trainees. He has
been designing and training China-centric sales and negotiation
strategies since 2001, when he co-founded Clark Morgan Corporate
Training in Shanghai with Andy Clark. In 2007 and 2008 the company
was declared 'Training Firm of the Year’ in the 10th and 11th
annual China Staff Awards, respectively.
He completed a bachelor’s degree in microbiology and pharmacology,
and advanced certificates in Chinese (Mandarin) and Business
Management at the Royal Melbourne Institute of Technology (RMIT) in
Australia. During this time, he also joined the Medical Corps of
the Australian Army Reserve and at age 18 opened his first
business, a training company called Advantage Tuition.
Morry is well traveled, visiting more than 13 countries before his
30th birthday. On one such trip he met a girl who was also
backpacking in Yangshuo, China, whom he later married. Today, he
lives in Shanghai with his wife, Rio and son, Dylan.
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