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Kiss, Bow, or Shake Hands: Sales and Marketing

Book Description

How do you break the ice in the UAE?

When do you present a contract in China?

How close should you stand to a South Korean?

Kiss, Bow, or Shake Hands: Sales and Marketing is an informative, entertaining guide that shows you what to do—and what to avoid—in any given sales or marketing situation, from Argentina to South Africa. It provides the expert knowledge you need to gather data in diverse cultures, properly present your products, and close deals around the world.

“As the global community comes closer together, Kiss, Bow, or Shake Hands: Sales & Marketing will be a valuable resource to every person in every industry around the world.”

—Gil A. Cardon, Convention Manager, Japan National Tourism Organization

“Just as you can be a connoisseur of wine, Kiss, Bow or Shake Hands: Sales and Marketing can help make you a connoisseur of cultures, philosophies, business behaviors, and social practices. Read it not just for work, but for the human side as well.”

—Giuseppe G. B. Pezzotti, Senior Lecturer, Cornell University School of Hotel Administration

“Terri has accurately and succinctly captured the key issues that businesspeople or tourists need to know when traveling. It is spot-on, and a very valuable resource!”

—Thomas M. Feifar, Director of Foreign Military Sales, NAVISTAR Defense

Table of Contents

  1. Title Page
  2. Copyright Page
  3. Dedication
  4. Dedication
  5. CONTENTS
  6. FOREWORD
  7. PREFACE
  8. ACKNOWLEDGMENTS
  9. Argentina
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN ARGENTINA
    8. LANGUAGE
    9. WOW FACTOR!
  10. Australia
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN AUSTRALIA
    8. LANGUAGE
    9. WOW FACTOR!
  11. Brazil
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN BRAZIL
    8. LANGUAGE
    9. WOW FACTOR!
  12. Canada
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN CANADA
    8. LANGUAGE
    9. WOW FACTOR!
  13. China
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN CHINA
    8. LANGUAGE
    9. WOW FACTOR!
  14. France
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN FRANCE
    8. LANGUAGE
    9. WOW FACTOR!
  15. Germany
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN GERMANY
    8. LANGUAGE
    9. WOW FACTOR!
  16. India
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN INDIA
    8. LANGUAGE
    9. WOW FACTOR!
  17. Indonesia
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN INDONESIA
    8. LANGUAGE
    9. WOW FACTOR!
  18. Italy
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN ITALY
    8. LANGUAGE
    9. WOW FACTOR!
  19. Japan
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN JAPAN
    8. LANGUAGE
    9. WOW FACTOR!
  20. Mexico
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN MEXICO
    8. LANGUAGE
    9. WOW FACTOR!
  21. Russia
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN RUSSIA
    8. LANGUAGE
    9. WOW FACTOR!
  22. Saudi Arabia
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN SAUDI ARABIA
    8. LANGUAGE
    9. WOW FACTOR!
  23. South Africa
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN SOUTH AFRICA
    8. LANGUAGE
    9. WOW FACTOR!
  24. South Korea
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN SOUTH KOREA
    8. LANGUAGE
    9. WOW FACTOR!
  25. Turkey
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN TURKEY
    8. LANGUAGE
    9. WOW FACTOR!
  26. United Arab Emirates
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN THE UNITED ARAB EMIRATES
    8. LANGUAGE
    9. WOW FACTOR!
  27. United Kingdom
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN THE UNITED KINGDOM
    8. LANGUAGE
    9. WOW FACTOR!
  28. United States of America
    1. ICEBREAKERS
    2. WHAT TIME SHOULD I ARRIVE?
    3. WORKWEEK
    4. HOW CLOSE SHOULD I STAND?
    5. DO I KISS, BOW, OR SHAKE HANDS?
    6. BUSINESS CARDS
    7. THREE TIPS FOR SELLING IN THE UNITED STATES
    8. LANGUAGE
    9. WOW FACTOR!
  29. Appendix A: International Dining, Drinking, and Delicacies
    1. DINING QUIZ
  30. Appendix B: Dangerous Diversions and Reliable Trade Resources
  31. Index
  32. ABOUT THE AUTHORS