In Selling Big to China: Negotiating Principles for the World's Largest Market, China expert Morry Morgan shares proven sales and negotiation techniques for cracking the China market. The author also highlights the most common pitfalls experienced by newcomers to China. At the core of his book is the idea that in order to sell to the Chinese, you need a Chinese sales force. The challenges of managing this sales force should not be underestimated and neither should the cultural differences involved in dealing with China's ambitious Generation Y. Combining practical advice with fascinating insight into the Chinese consumer culture, Morry Morgan's Selling Big to China is an essential tool for any sales person wishing to negotiate this lucrative but potentially treacherous market.
Part One: The Knowledge.
· Target Acquisition Equation.
Part Two: The Sales Call.
Part Three: The Negotiation.
· Negotiating with Your Target.
· Personalities of a Negotiation.
· Tactics of Negotiation.
Part Four: Keeping Your Target Satisfied.
· Handling Complaints.
Part Five: Now What?
Anyone doing or planning to do business in mainland China.
Once translated into Chinese, it would also be suitable for Chinese business people.
Primary: Expatriates working in China.
Secondary: Managers based in Asia, who manage people in China, or who visit China often
Morry Morgan's dual roles of general manager and corporate trainer in the field of sales and negotiations ensure that he is always refining his skills and being tested by trainees. He has been designing and training China-centric sales and negotiation strategies since 2001, when he co-founded ClarkMorgan Corporate Training in Shanghai with Andy Clark. In 2007 and 2008 the company was declared "Training Firm of the Year" in the 10th and 11th annual China Staff Awards, respectively.
He completed a bachelor's degree in microbiology and pharmacology, and advanced certificates in Chinese (Mandarin) and Business Management at the Royal Melbourne Institute of Technology (RMIT) in Australia. During this time, he also joined the Medical Corps of the Australian Army Reserve and at age 18 opened his first business, a training company called Advantage Tuition.
Morry is well traveled, visiting more than 13 countries before his 30th birthday. On one such trip he met a girl who was also backpacking in Yangshuo, China, whom he later married. Today, he lives in Shanghai with his wife, Rio and son, Dylan.