June 2016
Intermediate to advanced
304 pages
7h 2m
English
Content preview from The China Factor
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Chapter 10China: Place => Partnerships
Those skilled at making the enemy move do so by creating a situation to which he must conform; they entice him with something he is certain to take, and with lures of ostensible profit they await him in strength.
—Sun Tzu, The Art of War
As we have discussed, when a company has an undistinguished product, it might target the secondary markets in order to practice on lower-tier customers and to gain some level of presence in the industry. This is why emerging countries are a good target for Chinese companies and other emerging entrants. Generally speaking, emerging-market nations have financial challenges (low ability to pay), socioeconomic growth goals, and more room for product development and evolution than developed-market countries.
How They Sell: Selling Direct versus via Partners
We will now explore how the Chinese apply the two selling categories of selling direct and selling through partners. ...
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