B2B Marketing: the 4Ps in China

Jul 03

B2B Marketing: the 4Ps in China

Every MBA student or anyone familiar with marketing basics has at least heard about the concept of 4Ps of marketing which are: Product; Price; Promotion; Place; Western companies typically run their marketing based on those four principles as an integrated effort. Since Chinese economy started to truly open up to the West only from the mid 80s, not surprisingly, the...

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B2B vs. B2C Marketing in China

May 15

B2B vs. B2C Marketing in China

The differences and similarities between B2B (business to business) and B2C (business to consumers) marketing have been thoroughly and extensively discussed in the past. However, in the last few years, this topic became even more hotly debated in light of new social media tools available to marketers nowadays. I’d like to take some time to examine some of...

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B2B Sales Force: Four Types of Chinese Salesman

May 08

B2B Sales Force: Four Types of Chinese Salesman

One of the biggest challenges every Western companies faces in China is finding and retaining qualified local sales force. Highly efficient salespeople are in constant demand in the Middle Kingdom and are hard to come by. Here I examine the four types of a typical Chinese salesperson, which are based on my own experience and observation.   The Big Shot By far,...

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