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    BETA VERSION

    Sales

    Converting Opportunities and Sales in China

     

    The Chinese market can be very lucrative if you have the right product with the right pricing and you enter at the right time. But even then, the sales may not happen naturally – you will need to commit resources on the ground in China to develop the pipeline and convert enquiries to sales. You also need to know that your distributor or partner is working with you.

    If you cannot justify the overhead for an immediate full time person, why not consider hiring someone on a project-by-project basis to test the market?

    Crayfish enables you to access approved Chinese bilingual freelancers to help you open the door to China, whether that means calling potential distributors or visiting tradeshows. So if you need help now, post your project today.

    Are there any quick tips for negotiating a commercial contract with the Chinese?

    Large contracts usually take several rounds of negotiation, so do not expect they will be agreed in just one meeting. Allow sufficient time for this – if not days then weeks, and even plan for a return trip. In terms of pricing, leave sufficient room for bargaining but you may still have to offer discounts to get a deal done. Most importantly, you must be prepared to “walk away” if your bottom lines are reached. If you are provided with unconvincing information as a reason for lower pricing, ask for the evidence and the information source. Finally, do not show it if you are happy with the results, even if you really are!

    How long does a sales process take in China?

    It varies and of course depends on your products or services. But generally, you should not expect quick sales. The Chinese are more likely to do business with people once they have built up some kind of trust, so you should view your first few visits and meetings as relationship building; getting to know each other. However, there are occasions when your products may be sought after in China, and people may be desperately trying to get hold of them. In this case, you should seek good advice on how to handle the interest.

    What is the best way to source from China?

    There are quite a few large supplier-matching portals like Alibaba.com, but if you are not already familiar with how Chinese suppliers work, you may get confused by the sheer number of choices on such portals. Also some of those listed are not genuine suppliers but middlemen, and in the worst cases, information on an individual supplier’s profile is fake. What you can do is combine internet research with phone calls to shortlisted suppliers, to verify their ability to supply what you want, and to ensure that they have all the necessary certificates you require, such as ISO14000 etc.

    Sales Skills

    • Business Development
    • Leads Generation
    • Sales
    • Tele-sales
    • Sourcing
    • Customer Support
    • Customer Service