Key Perception Factors About Western Companies in China

Jul 31

Key Perception Factors About Western Companies in China

In order for a Western company to be successful in selling its products or services in China it has to better understand a typical Chinese perception of Westerners. This would allow them to take advantage of certain positive perception factors and, at the same time, mitigate a number of negative aspects. I’m going to examine such perception factors and the...

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Common Mistakes by Western Companies Dealing with Chinese Businesses

Jul 17

Common Mistakes by Western Companies Dealing with Chinese Businesses

Large number of Western companies who are engaged in selling capital equipment to Chinese businesses don’t realize the fact that the purchase cycle is usually quite different from what we are used to in the West. A typical purchase cycle by a typical American or European company is a structured and accurately defined and documented process that can be broken...

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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 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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