Selling Product in the USA – International Business


What do foreign business people selling to the USA think of the U.S. business characteristics?

• Time is money — The idea of spending time, wasting time, borrowing time, buying and selling time is uniquely American. Foreign firms often get frustrated when they experience U.S. firms in a great rush and when inadequate (by their standards) time is budgeted for appointments.

• Information is a corporate asset — A foreign executive may get very confused when told to enter personal customer information into a CRM program controlled by some strange CTO never met. Asians may not want to share all of their sales proposals and cost figures on a blog or a Google document…after all, isn’t this his personal information?

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