Globalization impacts selling. With this fact at the forefront of your mind, how do you respond to the following tried-and-true advice?
“Get face-to-face with prospect.”
“Keep in contact.”
“Help your customer feel comfortable.”
“Earn your client’s trust.”
While these kinds of practical suggestions summarize well-known and accepted sales tactics, considering the kinds of changes we’re experiencing in today’s world, are they still useful given a multicultural sales context? The answer is, “Yes, but. . . .” Like all of us today, sales professionals live in a marketplace gone global, one that has been technologically revolutionized and now links sales reps physically, electronically, ...