Name: Cross-Cultural Selling for Dummies
Brand: Wiley Publishing
SKU: 9780470377017
Price: 1547.0 INR
Availability: InStock

Cross-Cultural Selling for Dummies

by Lee

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ISBN13: 9780470377017
Binding: Paperback
Subject: N/A
Publisher: Wiley Publishing
Publisher Imprint: Wiley Publishing
Publication Date: November 1, 2008
Pages: 360
Original Price: USD 21.99
Language: English
Edition: N/A
Item Weight: 567 grams
BISAC Subject(s): Sales & Selling / General

About The Book

From the Back Cover

Appeal to the multicultural market and send your sales soaring

Want to reach out to customers from other cultures? This practical, easy-to-understand guide shows you how to tap into multicultural markets, from establishing solid relationships to adapting your advertising to meeting the needs of your new clientele. You'll acquire key cross-cultural skills and build a coordinated effort that engages all aspects of your business.

Adapt to multicultural markets -- measure the purchasing power of other cultures and change the way you market and sell
Develop a marketing campaign with wide appeal -- do your research, pick the right media, tune your materials to your market, and establish a presence in the community
Build rapport with culturally diverse clients -- identify generational differences, pronounce names correctly, and determine customer motivation
Adapt your sales presentation and techniques -- clear language barriers, boost your street cred, and present financing options in ways that appeal to your multicultural clientele
Close the sale -- recognize and overcome objections, handle negotiations with skilled hagglers, and head off potential buyer's remorse
Create a foundation for long-term success -- excel at customer service, create a strong referral base, and maintain a diverse sales team

Open the book and find:

Six steps to a multicultural mindset
Tips for overcoming stereotypes
Strategies for sizing up your competition
Guidelines for building a diversity-friendly business
Tips for adapting your product line
Do's and don'ts for meeting and greeting
The most common buying signals
Culture-specific insiders information
Strategies for generating referrals

About The Author

Michael Soon Lee, MBA, is a nationally recognized expert in selling and marketing to multicultural customers. He is a diversity consultant and speaker, an award-winning salesperson, and the author of several books.

Ralph R. Roberts is an award-winning and internationally acclaimed real estate agent, speaker, sales coach, consultant, and author.

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