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Closing the Gap
Workshop Marketing & Sales
Is there a difference between the way China
and other countries sell? “The easy answer
is yes,” says Mr. C.J. Ng, presenter at the
recent GCC l Shanghai’s Sales and Marketing
workshop. He pointed out that even between
different regions in China sales tactics
can vary. Titled “How to Hire, Lead and Motivate
a Winning Sales Team in China”, the
workshop focused on how to bridge cultural
gaps between traditional Chinese marketing
and the international standard. While Mr.
Ng’s title for this workshop was technically
“Speaker”, perhaps that is not so accurate in
this case. His workshops are not your run of
the mill variety.
Rather than using the standard workshop
format consisting of a presentation followed
by Q&A, Ng prefers to engage with his participants
allowing them to guide the discussion
as much as he does. This not only enables
members to engage in discussion with
each other, but also serves to guide the topics
of conversation while the speaker lends his
expert advice. After breaking off into smaller
teams, Ng assigned the task of coming up
with some of the challenges that a sales
manager will face in China to help guide the
flow of the workshop. Some of the topics
include: cultural differences and miscommunications,
employee retention, monitoring,
and getting accurate information. Following
the forming of this list, Ng moderated over a
fluid workshop with topics rising out of and
looping back to one another. Despite their
familiarity with most of the themes, participants
learned by benchmarking personal experiences
supplemented with the knowledge
JOHANNESBURG
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HONG KONG
SHANGHAI
Lots of group interaction…
led to winning results at the workshop
of the moderator. With a parting message of
“make sure you know the ground”, Mr. Ng
concluded GCC l Shanghai’s first fully discussion
based workshop.
Event: How to Hire, Lead and Motivate a
Winning Sales Team in China
Date: 8 th September 2009
Presenters: Mr. C.J. Ng | Executive Director,
Directions Management Consulting Pte Ltd
EXCELLENCE IN
INTERIM MANAGEMENT
Operational responsibility in projects
and line management: experience,
speed, flexibility, change
Your success
www.china.ahk.de
BRAINFORCE INTL. (CHINA REP. OFFICE) | Rm 321, 3F, Building A | Far East International Plaza | 319 Xian Xia Road
200051 Shanghai, PR China | Phone +86 21 6270 2222 Ext.2221| www.brainforce-ag.com
Read the
Fine Print
Special Seminar Shanghai
and Suzhou
Mr. John presented an overview of the most
important factors to be considered when
choosing the right insurance for living
abroad. When explaining the difference between
a local and an expat contract, Mr. John
pointed out that Germans in China often assume
that they have an expat contract, when
in fact they are on a local contract. The type
of employment contract however has direct
implications on the insurance one should
choose.
Reading the terms and conditions of an
insurance carefully is still the safest way to
spot potential hidden regulations and exceptions.
A comprehensive insurance package
should also grant accident coverage during
home country visits, if the stay is within a
certain length. Honesty is still the best measure
against unpleasant surprises, as insurers
usually verify the validity of claims and
accuracy of submitted data.
Event: Versicherungsschutz fuer deutsche
Expatriates in China
Date: 21 st October 2009 in Shanghai, 28 th
October 2009 in Suzhou
Presenters: Mr. Werner John | Senior Adviser
2009/2010 December - January 51