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

作者 Morry Morgan著
出版社 Wiley
出版时间 2010年8月
ISBN 9780470825976
定价 177.60

内容简介

It'sbeen30yearssinceDengXiaopingopenedupChinatotheworldandstillitremainsanenigma.Someoftheworld'smostsuccessfulcompanieshavecomeandgonewhileothersmerelymaintainalow-keypresence.SowhatisitthatmakesChinasouniqueandwhatpreventscompanieswithprovensalesandmarketingtechniquesfromsucceedinginthemainland?InSellingBigtoChina:NegotiatingPrinciplesfortheWorld'sLargestMarket,ChinaexpertMorryMorgansharesprovensalesandnegotiationtechniquesforcrackingtheChinamarket.TheauthoralsohighlightsthemostcommonpitfallsexperiencedbynewcomerstoChina.AtthecoreofhisbookistheideathatinordertoselltotheChinese,youneedaChinesesalesforce.ThechallengesofmanagingthissalesforceshouldnotbeunderestimatedandneithershouldtheculturaldifferencesinvolvedindealingwithChina'sambitiousGenerationY.CombiningpracticaladvicewithfascinatinginsightintotheChineseconsumerculture,MorryMorgan'sSellingBigtoChinaisanessentialtoolforanysalespersonwishingtonegotiatethislucrativebutpotentiallytreacherousmarket.

作者简介

MorryMorgan'sdualrolesofgeneralmanagerandcorporatetrainerinthefieldofsalesandnegotiationsensurethatheisalwaysrefininghisskillsandbeingtestedbytrainees.HehasbeendesigningandtrainingChina-centricsalesandnegotiationstrategiessince2001,whenheco-foundedClarkMorganCorporateTraininginShanghaiwithAndyClark.In2007and2008thecompanywasdeclared"TrainingFirmoftheYear"inthe10thand11thannualChinaStaffAwards,respectively.Hecompletedabachelor'sdegreeinmicrobiologyandpharmacology,andadvancedcertificatesinChinese(Mandarin)andBusinessManagementattheRoyalMelbourneInstituteofTechnology(RMIT)inAustralia.Duringthistime,healsojoinedtheMedicalCorpsoftheAustralianArmyReserveandatage18openedhisfirstbusiness,atrainingcompanycalledAdvantageTuition.Morryiswelltraveled,visitingmorethan13countriesbeforehis30thbirthday.OnonesuchtriphemetagirlwhowasalsobackpackinginYangshuo,China,whomhelatermarried.Today,helivesinShanghaiwithhiswife,Rioandson,Dylan.

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