Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing

THREE TIPS FOR SELLING IN FRANCE

1. University, Business, and Governmental Connections

2. Repartee

3. Epicureans and Oenophiles

1. UNIVERSITY, BUSINESS, AND GOVERNMENTAL CONNECTIONS

In France, personal connections are paramount—and they equal power. Networks can be elite and are often based upon clubs that start in France’s top universities. Know about the premier institutes of higher education in France, particularly the École nationale d’administration (ÉNA) and École Polytechnique.

ÉNA was founded by Charles de Gaulle in 1945, with the concept of offering brilliant graduate students access to training for senior governmental positions. University costs are covered by the state, as long as the student accepts a senior French official post for ...