07 May '12, 11pm

China is closer than you think

I was surprised one day recently to receive this request from our China office: “Come and teach us how to sell”. I am not a trainer and I have no responsibility in Asia. Although the company's sales force in China is young it has achieved reasonable growth so why did they want help from some guys in the UK they had never met? We have a culture of thinking the unexpected, so we jumped at the chance to try something outside our comfort zone. But I’m not saying we weren’t nervous. Our sales training involves a lot of group-based exercises in which we look at real-life and potential sales scenarios, break them down, then create better ones. The worry was that in the breaking down process we would risk our Chinese colleagues losing face. Criticising someone’s work in public is bad enough in England but in China we knew it could be disastrous. We were sent a list of about twenty...

Full article: http://www.electronicsweekly.com/Articles/08/05/2012/5359...

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