Marketing in industrial product in latin america
Case-Summary
An American international sales manager seeks to meet with Latin American purchasing manager, because they are searching for an investment partner of State-of the art production to improve their equipment of the business.
After arriving the American sales manager misses the contact to his local correspondent person.
In order to find that person he seeks advice from commercial attaché about how to approach the latin American purchasing manager. The attaché gives him seven basic advices/rule how to behave in order to not screw up cultural behavior in Latin America compared to North American ways of dealing with business partners.
1.) One need to spent more time with your potential partner in order to be trustworthy. Business is often discussed even after the third meeting.
2.) You must wait before you start talking about business.
3.) Price is only one of many things you take into account.
Many Us- American principles wont work in Latin America
4.) Graduated people in Latin America want to hear their title.
In north America a title is nothing special.
5.) Political and religious aspects should be avoided because they might be a potential conflict point. People are very proud of their origins.
6.) Saying what you think or what makes you doubt is not well seen, impression of being impatient and rude.
7.) Don’t rush things and wait till the come to you to talk about business.
In the following of the Case the American salesman had to wait some hours to meet the purchasing manager, so he got impatient and started to ask if he was even expected or not. After that some other aspects occurred which confused the American salesman. He had to wait while the purchasing manager was on the phone several times. A conflict between cultural ways of making business occurred.
“It is respectless to let an important potential partner wait” VS “It is respectless of not waiting for a person you want to make business with”.
After that the purchasing Latin American
An American international sales manager seeks to meet with Latin American purchasing manager, because they are searching for an investment partner of State-of the art production to improve their equipment of the business.
After arriving the American sales manager misses the contact to his local correspondent person.
In order to find that person he seeks advice from commercial attaché about how to approach the latin American purchasing manager. The attaché gives him seven basic advices/rule how to behave in order to not screw up cultural behavior in Latin America compared to North American ways of dealing with business partners.
1.) One need to spent more time with your potential partner in order to be trustworthy. Business is often discussed even after the third meeting.
2.) You must wait before you start talking about business.
3.) Price is only one of many things you take into account.
Many Us- American principles wont work in Latin America
4.) Graduated people in Latin America want to hear their title.
In north America a title is nothing special.
5.) Political and religious aspects should be avoided because they might be a potential conflict point. People are very proud of their origins.
6.) Saying what you think or what makes you doubt is not well seen, impression of being impatient and rude.
7.) Don’t rush things and wait till the come to you to talk about business.
In the following of the Case the American salesman had to wait some hours to meet the purchasing manager, so he got impatient and started to ask if he was even expected or not. After that some other aspects occurred which confused the American salesman. He had to wait while the purchasing manager was on the phone several times. A conflict between cultural ways of making business occurred.
“It is respectless to let an important potential partner wait” VS “It is respectless of not waiting for a person you want to make business with”.
After that the purchasing Latin American