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

Author: Morry Morgan
Publisher: John Wiley & Sons
ISBN: 9780470825976
Published In: August 2010
Format: Paperback , 224 pages
Jurisdiction: China ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents
Author

Details

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.

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.

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 ClarkMorgan 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.