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

by Terri Morrison, Wayne Conaway

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

Genres: Business

304 pages, Paperback

First published January 1, 2011

Reviews

[Kate · Rating 3 out of 5]

Good generalizations of cultural practices and tips for communication, but the organization should have been by region rather than in alphabetical order by county — much of the info was also geared at older male executives and I would have wanted more info about how communication in certain countries is influenced by gender and age

[Gaëlle Batot · Rating 4 out of 5]

It was really interesting to dig into different culture differences and ended up handy as I had meetings with German and Japanese collaborators! Too bad there is no recent version as I felt like a lot of content was not true anymore. But definitely get me open minded and more aware of the need to pay attention to those cultural differences!

[Amanda · Rating 4 out of 5]

Great resource for traveling or doing business. Interesting factoids about each country, too.

[Kes · Rating 4 out of 5]

Good introduction to the stereotypes of the countries - I liked the section on personal space

[Tinkertaz · Rating 5 out of 5]

Great resource!

[Ted · Rating 4 out of 5]

Great reference, but only covers 20 countries.

[Natasha · Rating 4 out of 5]

Fascinating overview of different customs and cultures in each country!

[Delhi Irc]

Location: ND6 IRC
Accession No: DL030100