The Art of B2B Sales - 6C - My 26 years journey

Entering a new international overseas market for B2B? Explore the cost for each of these market entry channels? Avoiding the pitfalls and failures in international business development? How to develop a successful partnership in Asia using Co-partner Strategies? Understanding cultural differences between different nations and continents? What is the trend in corporate culture? Sharing his stories and special encounters with business associates and partners -- hear from an Asian entrepreneur.The author originated his 6C factors affecting international business development in B2B, namely: 1st C: Channel to enter a new overseas market, 2nd C: Cost of using these channels, 3rd C: Cultural differences affecting relationship development 4th C: Strategies working with co-partner, 5th C: Developing confidence with others and 6th C: Connecting with the world. He shared his view on the effectiveness of implementing these 6C strategies to apply to B2B sales and marketing in the global marketplace. The author shared his own experiences and stories throughout his past 26 years of working in the Oil, Gas, and Marine industry-his unique encounters with business partners, business associates, colleagues, suppliers, customers, agents, distributors reflecting the realistic international business arena.The author spent 13 years working for major renowned US Multinational Corporation regional offices in Singapore and Malaysia holding the position of Chief Representative, Area Sales Manager, Regional Manager, and General Manager. Thereafter he started a joint venture with major Italian manufacturers for sales of valves, forgings, and flanges-handling South East Asia markets for 6 years. It escalated to operating his own SME trading company in Singapore representing manufacturers from Europe, the USA, Japan, Korea & China for the past 7 years. Pioneered and built a full-pledged forgings and flanges production facility in Johor, Malaysia together with his joint venture partner and successfully established a distribution network in the Malaysia and Asia region for the operation.Graduated with an MBA (major in finance), International Business Degree and Diploma in Manufacturing Engineering. The author is a trained engineer with years of knowledge and experience in international business development and financial management. Having represented manufacturers, holding senior positions, and later representing manufacturers as a joint venture partner and independent trading company, he has experienced both sides of the B2B international business. Here are some abstracts from the book ..... "I have once tried to put two big bosses (one Italian and one Korean) together for a discussion to set up a joint venture for the sales and distribution of their products in Korea. Both were multi-millionaires and both owned huge businesses back home. The deal did not go through and I had been thinking about what went wrong amid the discussion. After careful thought, one of the factors could be ......""When I deal with our German counterpart, they are considered a straightforward party. When they issue their quotation to us, I will not be expecting any further discount. Therefore, I should take those prices as final and not attempt to get a huge discount when I am ready to place the order. I will get into big trouble trying to do it this way. On the other hand, when I get a quotation from our Italian counterpart, ......""To look for a potential joint venture partner, an agent, distributor, supplier, principal, or candidate for a representative office can be a challenging task-at least for a short-term period. How do you then go about the search process to find the right one? ......."