FedEx – Optimization of International Sales
Optimization of International Sales
The client was experiencing challenges in selling to the Chinese and sought an in-depth understanding of thecultural motivations of the buyer that would optimize sales in that region. Non-Asian based companies frequentlyutilize Western assumptions associated with all facets of the sales process, including lead generation, needidentification, proposal writing, negotiations, and account maintenance. A Western approach severely limitsopportunity when selling to a Chinese market.
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