Marketing an Industrial Product in Latin America - 847 Words

Case 14-2 – Marketing an Industrial Product in Latin America 1) The Sales Manager, in this case, had already predetermined the outcome of his stay and the time frame this would occur in without taking the country and its cultural norms into the equation. Cultural norms ‘are sometimes referred to as the way things are done around here’ (Human Resource Institute, 2006) and despite getting a way to conduct himself as well as guidance to follow the lead of the commercial attachà ©, the sales manager, was more concerned about the sale than about the relationship he needed to forge with the purchasing manager. The Purchasing Manager, used to being heavily involved in the daily process of meeting suppliers and sales people, seems the person†¦show more content†¦2) Hagen (1999) stated that ‘when communicating across borders in business circumstances, it is not what is said that is important, but rather what is implied.’ He rightfully acknowledged that certain countries placed a lot of emphasis on the way business is conducted that is important to them as opposed to what is important to the company coming to their country. The Commercial attachà ©, in his communication, positioned himself as an integral element in the deal, however, came across as someone who had done this multiple times, without justifying or validating this with examples to secure the confidence of the sales manager. Despite being detailed and factual to assist the sales manager secure the deal in hindsight, he did not bring confidence to his communication from the start which left the sales manager consistently unsure about the information he had received. The sales manager can be critiqued on several fronts. Firstly, he made no effort in understanding himself what the country and the norms were prior to arrival and even after being given the detailed briefingShow MoreRelatedhuman resource961 Words   |  4 Pageselimination of tariffs and other trade barriers between the United States and Canada.    The most important advantage of Northeast China that mainly contributed toward its being the industrial and technological center of the country in the 1970s and 1980s is: Answers its juxtaposition with China’s most important industrial neighbors. the lack of economic diversity in this area. the existence of oil fields these areas. that it contains Hong Kong, Macau, Guangzhou, and Shenzhen. 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