China - Selling Factors and Techniques China - Selling Factors
Though Chinese customers welcome U.S.-made products in general, they still prefer to have localized customer support from a manufacturer, such as on-site training, service centers in China, local representatives, and catalogues and manuals in Chinese. While a rapidly growing percentage of the management work-force in first-tier cities speak English, U.S. exporters should understand the limits of English language proficiency in China and do their utmost to see that all materials are user friendly in the Chinese language. Important documents (labels, packaging information, contracts, blue prints, testing protocols, user-guides, etc.) should be printed in Chinese. Being able to communicate in the native language will enhance the relationship between the parties and helps to clarify technical issues, planning issues, logistical issues, and contractual issues. On a similar note, certain modifications must be made to accommodate local tastes, customs, and systems.
U.S. exporters should keep in mind that timely delivery and adequate inventory are crucial to success in the Chinese market. Thus, it is important to consider the capabilities of agents and distributors. Logistics in China have become less arduous in recent years with increased transportation options and continued improvement to highway, air, railway, and port infrastructure. The majority of major international logistics companies are now operating in China, although they face regulatory barriers that limit their ability to provide domestic services Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.