PREFACE

As Greg Booth stated in the foreword, bookstores are loaded with business guides. Often they focus on classical marketing and sales techniques (product, price, promotion, etc.). These very important basics are an excellent start, but they rarely touch the vast cultural differences you will encounter in China, Brazil, India, or Russia. How do you know whether you should negotiate aggressively or if your clients will never say no? Will they expect a gift, or will it be considered graft?

Kiss, Bow, or Shake Hands: Sales and Marketing focuses specifically on the intercultural aspects of marketing and selling your products around the world. What are the best ways to break the ice in the United Arab Emirates? What are the three top sales tips to know when you approach Russian, Japanese, or Italian prospects? Your goal is not just to close one sale, but to gain a loyal client who trusts and relies on you for more than simple business advice. Your goal is to become a credible resource and a trusted friend.