Cross-Cultural Selling For Dummies

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.