Sales management across cultures,Jonah Guo, Queen's MBA

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Sales management across cultures,Jonah Guo, Queen's MBA

  1. 1. Apr 12th Sales Management Across Cultures By Allen Jonah Patrick Darshan Ekaterina
  2. 2. Sales Management Across Cultures
  3. 3. Hofstede National Culture ProfilePower IndividualismDistance Masculinity Uncertainty
  4. 4. Power Distance
  5. 5. Individualism
  6. 6. Masculinity
  7. 7. Uncertainty
  8. 8. Long-term
  9. 9. Video
  10. 10. Team Management Criteria, CanadaTeam buildingResult-orientedLeadership skills development
  11. 11. China A boss close to the team Interpersonal relationship is essential
  12. 12. ItalyFamily style relationsAfter work activities are essential“Chatting style” while doing work is acceptable
  13. 13. Reward and Recognition  Combination compensation plan  40% performance-based bonus  Motivational initiatives  Equal compensation for local and foreign employees  Transition from team-based bonuses to individual recognition  Fixed-based salary  Bonuses at a senior level
  14. 14. Hiring and firing processes Hiring Canada: Well-designed structured process Italy: Family businesses and connections Friends connections China: “Guanxi” process
  15. 15. Firing Canada: Quick with an explanation and further support through career services Italy: Rare in order to keep good relationship If necessary relationships will be cut China: A structured process to avoid any damage
  16. 16. Video:
  17. 17. Sales Initiation Canada China ItalyProspecting Formal and respectful Informal discussion discussion
  18. 18. Maintaining and Develop RelationshipsCanada China ItalyBeing a trusted advisor Being a trusted friend Being a trusted friend
  19. 19. Negotiation Canada China ItalyNegotiating through Tough negotiators. It takes long time toraising concerns and They are very negotiate. It involvesaddressing concerns persistent. relationship building
  20. 20. Closing Canada China ItalyUse trial-close Closing deal in China can be After the lengthy negotiation,method. Maintain lengthy due to bureaucracy closing is relative simple.good relationship and and hierarchy. Salespeople Celebration of the deal closureprevent buyer need to follow up is an important part of theremorse. frequently. post sales relationship.
  21. 21. Thank You
  22. 22. Thank You for listening! Jonah Guo Queen’s MBA 2012 Canada www.Jonahguo.com jonahguo@gmail.com Tel: +1 (613)-770-3710

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