How to communicate with western companies

28875 mots 116 pages
Get ready to conquer the world Simple tools to start selling on foreign markets

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INTRODUCTION 4

CHAPTER 1: Trust and communication 5

CHAPTER 2: Foreign market or foreign markets? 9

2.1 Languages and logics 10 2.2 Respect your customer and his/her values 11 2.3 Holidays, wishes, gifts, invitations 13 2.4 Norms, standards, formats (date, time, numbers,…) 14 Summary 15

CHAPTER 3: Business communication tools 16

3.1 Company introduction tools 18 3.2 Formal sales tools 18 3.3 Real time sales tools 19 Summary 19

CHAPTER 4: Basic communication rules 21

4.1 Consistent communication 21 4.2 Communication charter 22 4.3 The simpler, the better 27 Summary 28

CHAPTER 5: Attract customers 29

5.1 Official company introduction 29 5.1.1 Mission 32 5.1.2 Vision 37 5.1.3 Values 41 5.1.4 Company profile 44 Conclusion 49 5.2 Company promotion 50 5.2.1 Advertising 50 5.2.2 Exhibitions 52 Conclusion 55

CHAPTER 6: SELL!!! 56

6.1 Rules for winning presentations 56 6.2 Generic presentations 64 6.2.1 Website 64 6.2.2 Company presentation 67 6.2.3 Brochure 70 6.2.4 Products/services presentation 72 6.3 Customized presentations 75 6.3.1 Face to face meeting 75 6.3.2 Customer presentation 78 6.3.3 Proposal 82 5.3.4 Agreement 86 Conclusion 88

CHAPTER 7: Real time communication tools 89

7.1 e-mail and Fax 89 7.2 Instant messengers 94 7.3 Phone and SMS 95 Conclusion 95

CHAPTER 8: Glocal communication 96

INTRODUCTION

In 1998, in a survey about training needs for Chinese companies operating in the United States, Hui Deng, University of Nebraska listed the top three people training needs. There were verbal/ interpersonal skills, customer relations/service, and written

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