Book description
This book is a complete sales and negotiating guide for mainland China
and includes practical and measurable techniques that have been tested
and proven to work with Fortune 500 companies operating in the 'Middle
Kingdom'. It is divided into four main areas:
- The Knowledge
- The Sales Call
- The Negotiation
- The Maintenance
The book is the result of my 8 years of training in sales and
negotiation skills across mainland China, as well as running a
multi-city, multicultural company in the 'World's Most Stressful
Country' (according to Newsweek). The book includes a collection of
anecdotes from this experience, as well as case studies developed by
working closely with leading companies in China. Some of these
companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC.
Sales and negotiating is not easy, particularly when done in a
country with completely new values and rules of engagement. The
purpose of this book is to lay the rules out clearly, and provide the
reader with an easy to understand strategy to doing business in
mainland China.
Morry Morgan's dual roles of general manager and
corporate trainer in the field of sales and negotiations ensure that
he is always refining his skills and being tested by trainees. He has
been designing and training China-centric sales and negotiation
strategies since 2001, when he co-founded ClarkMorgan Corporate
Training in Shanghai with Andy Clark. In 2007 and 2008 the company was
declared "Training Firm of the Year" in the 10th and 11th
annual China Staff Awards, respectively.
He completed a
bachelor's degree in microbiology and pharmacology, and advanced
certificates in Chinese (Mandarin) and Business Management at the
Royal Melbourne Institute of Technology (RMIT) in Australia. During
this time, he also joined the Medical Corps of the Australian Army
Reserve and at age 18 opened his first business, a training company
called Advantage Tuition.
Morry is well traveled, visiting more
than 13 countries before his 30th birthday. On one such trip he met a
girl who was also backpacking in Yangshuo, China, whom he later
married. Today, he lives in Shanghai with his wife, Rio and son,
Dylan.
