By

Sales Management Across Cultures

Allen

Ekaterina

Patrick Darshan

Jonah

Apr 12th

Sales Management Across Cultures

Hofstede National Culture Profile

Uncertainty Masculinity

Individualism Power

Distance

Power Distance

Individualism

Masculinity

Uncertainty

Long-term

Video

Team Management Criteria, Canada

Team building

Result-oriented

Leadership skills development

China

A boss close to the team

Interpersonal relationship

is essential

Italy

Family style relations

After work activities are essential

“Chatting style” while doing work is acceptable

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

Hiring and firing processes

Hiring

Canada:

Well-designed structured process

Italy:

Family businesses and connections

Friends connections

China:

“Guanxi” process

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

Video:

Sales Initiation Canada China Italy

Prospecting Formal and respectful

discussion

Informal discussion

Maintaining and Develop Relationships

Canada China Italy

Being a trusted advisor Being a trusted friend Being a trusted friend

Negotiation

Canada China Italy

Negotiating through

raising concerns and

addressing concerns

Tough negotiators.

They are very

persistent.

It takes long time to

negotiate. It involves

relationship building

Closing

Canada China Italy Use trial-close

method. Maintain

good relationship and

prevent buyer

remorse.

Closing deal in China can be

lengthy due to bureaucracy

and hierarchy. Salespeople

need to follow up

frequently.

After the lengthy negotiation,

closing is relative simple.

Celebration of the deal closure

is an important part of the

post sales relationship.

Thank You

Thank You for listening!

Queen’s MBA 2012

Canada

www.Jonahguo.com

jonahguo@gmail.com

Tel: +1

(613)-770-3710

Jonah Guo