Course Summary
| Suited For | Chinese nationals working in sales in a foreign company or selling to foreigners. |
| Participants | Group 1 - 10 |
| Key Points |
Cultural Influences in the Sales Process The risk of stereotypes and generalizing Reconciling cultural differences Strategic moments in the sales process Understanding involvement, status and decision-making processes Attitudes toward time Sales in an International Environment International Selling solutions - values Feature & Benefit Selling Building rapport Behaviors for international clients International buying signals Communication in Cross-Cultural Sales Verbal and non-verbal communications Questioning skills & build credibility Listening skills Intercultural sales presentations Appealing to different cultural expectations Cross Cultural Negotiation The approach to negotiation Applying cross-cultural negotiation tactics Personal strategy for continuous improvement Action Plan |
| Introduction |
Occam China sales communication training is designed to enable participants to adapt their own knowledge, skills & experience to international clients and the international business environment.
Courses utilize a flexible approach that focuses the content on the areas of the sales process of most importance to the participants, from initial contact to initial fit criteria, sales leads, qualifying prospects, needs identification, presentations, proposals, negotiation, closing and transaction. A needs assessment is carried out with senior management to confirm the specific function (results) the participants are tasked with achieving for the company and the course content is refined towards the desired learning outcomes and the company's business goals. This course assists with bringing local talent in line with global business practices & international communication and behavior expectations in order for them to succeed in an international sales environment. |
Participant Comments:
"I've learned a lot from the course. All of the areas covered are very useful for me. I have to change to be successful abroad."
System Manager
"Today's training is very interesting. We discussed & received a comprehensive introduction about each country we plan to go. This information will be quite helpful for me when I go abroad. Also the western lunch is quite interesting & very helpful."
System Leader - China
"The course is very vivid and interesting. Good interaction with the attendees. It covers lots of useful and practical subjects encountered when working abroad."
HR Supervisor
"So much valuable content in one single day! I feel much more comfortable going to work in Europe."
Senior Merchant