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Cross-Cultural Selling For Dummies (0470451556) cover image

Cross-Cultural Selling For Dummies

ISBN: 978-0-470-45155-7
E-book
384 pages
November 2008
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Introduction.

Part I: Mastering the Multicultural Mind-Set.

Chapter 1: Expanding Your Market.

Chapter 2: Realizing the Incredible Untapped Potential of the Multicultural Market.

Chapter 3: Assessing Your Cross-Cultural Sales Readiness.

Chapter 4: Developing Cross-Cultural Competency.

Part II: Multicultural Marketing and Beyond.

Chapter 5: Building a Marketing Campaign with Global Appeal.

Chapter 6: Developing a Comprehensive Program.

Chapter 7: Building Your Diversity-Friendly Place of Business.

Part III: A Crash Course in Cross-Cultural Sales.

Chapter 8: Mastering the Meet and Greet.

Chapter 9: Building Rapport with Culturally Diverse Clientele.

Chapter 10: Investigating Needs and Probing for Buying Signals.

Chapter 11: Adapting Your Sales Presentation and Techniques.

Chapter 12: Closing the Sale with Diverse Clients.

Chapter 13: Negotiating with Natural-Born Hagglers.

Part IV: Taking Your Game to the Next Level.

Chapter 14: Tweaking Your Customer-Service Skills.

Chapter 15: Generating Word-of-Mouth Referrals.

Chapter 16: Building, Managing, and Retaining a Diverse Sales Team.

Part V: The Part of Tens.

Chapter 17: Ten Myths about Customers from Other Cultures.

Chapter 18: Ten Common Stereotypes of Americans.

Appendix: Culture-Specifi c Insiders Information.

Index.

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