Creating and Developing Strong Chinese Sales Team

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Creating and Developing a Strong Chinese Sales Team By Morry Morgan

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Morry Morgan 10 Years in China Co-founder of ClarkMorgan Corporate Training Managing Editor of Network HR Magazine Co-founder of Spark China Author of “Selling Big to China”

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Learn From Failure SARS GFC

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You Are Part of The Problem “ ” Creating and Developing Strong Chinese Sales Team

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Harvard Business School Leadership Qualities Capacity for passion Perspective Creativity Organization skills Teamwork Persistence Open-mindedness Integrity

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Manage Chinese Differently

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1 2 3 4 5 6 7 8 9 10 Top 10 Traits of a Team Leader

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16 14 12 10 8 6 4 2 0 Chinese Qualities Percentage(%) of Respondents Indicate Importance Qualities  Creating and Developing Strong Chinese Sales Team Creating and Developing Strong Chinese Sales Team Compassionate Authoritative Visionary Charismatic Open Minded Intelligent Good Communicator Responsible Motivational Decisive

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Caring Considerate Sensitive kind Compassionate 1

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Powerful Strong Authoritative Strength 2

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Strategic Foresight 3 Visionary

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Friendly 4 Charismatic

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5 Open Minded

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Smart 6 Intelligent

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7 Good Communicator

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8 Responsible Creating and Developing Strong Chinese Sales Team

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9 Motivational

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Decisive 10

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China has the lowest engagement (17%) and highest disengagement (29%) of all regions surveyed globally. - BlessingWhite 2010/2011 Global Employee Engagement Research “ ” China’s Engagement Challenge Creating and Developing Strong Chinese Sales Team

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“ ” China’s Engagement Challenge Mexico ranked highest (75.8%) and China ranked equal third last (63%) alongside the UK - Hay Group employee engagement index Creating and Developing Strong Chinese Sales Team

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5 KPIs For Your Sales Force Top Creating and Developing Strong Chinese Sales Team

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Creating and Developing Strong Chinese Sales Team Product Knowledge

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Creating and Developing Strong Chinese Sales Team Ability to Build Goodwill

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Creating and Developing Strong Chinese Sales Team Ability to Uncover Needs

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Creating and Developing Strong Chinese Sales Team Legwork (Checking)

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Creating and Developing Strong Chinese Sales Team Follow Up on Promises

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From You 100 + 10 5 From Your Team = Strong Sales Team Creating and Developing Strong Chinese Sales Team

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ClarkMorgan Corporate Training Free Call (in China): 800 820 5501 Outside China: +8621 5403 5500 www.clarkmorgan.com Blog: www.networkhr.com/blogs morry.morgan@clarkmorgan.com