In this chapter, we will:
- Understand and apply basic selling techniques to the international market.
- Figure out which buying mode the prospect is in.
- Identify the roles that influence the sale.
- Learn how to identify real decision makers and avoid those without approval power.
- Find an advisor to help navigate through the rough waters of international sales.
- Distinguish between good customers and bad customers.
© 2004 John Michael Pierobon