A British book on culture that I'm reading for the course English for International Contacts at University of Gävle (in Sweden) mentions Sweden in a positive way.
Authors tell about an American company trying to win a contract with an Argentian customer. They lost the deal though.
The American company made a dishy and well-made presentation to show their, in what they believed, superiour product for a low cost.
The Swedish company made a week available to get to know the custromer. For five days, they talked about everything but the product. At the last day, the product was introduced for the customer. The demonstration was not that attractive as the American was. And the price was a bit higher.
Still, the Swedish company won the deal.
The given reason is that the Swedish company learnt how to make business in individual countries, that it is more than overwhelming the customer with technical details and cool presentations.
I do not know if there is any kind of truth to this story, but I believe it's probably like that... you probably buy more from someone you know, more personally. There are good reasons to networking.
But I do like to read about Sweden in foreign books. :-)
REFERENCE:
Trompenaars, Fons & Hampden-Turner, Charles (2012). Riding the Waves of Culture. Understanding Diversity in Global Business. London: Nicholas Brealey Publishing.
No comments:
Post a Comment