Tanzania - Selling Factors and Techniques Tanzania-Selling-Factors
Selling factors and techniques depend on the kind of customer, which can be broadly divided into three categories.
First, government departments and state-owned enterprises depend on the issuance of tenders under procurement regulations. When selling, a U.S. supplier must meet the terms and conditions, including submission deadlines, of the tender as stipulated in the tender document. A strategic joint venture with a local partner may be an effective approach. This market segment is usually quality-sensitive rather than price-sensitive.
Second, private sector companies depend on direct solicitation, business-to-business agreements, and one-on-one negotiation. Establishment of distributorship agreements or strategic representation relationships is a good way to sell in the Tanzanian private sector market. This market segment is usually price-sensitive.
Third, non-governmental organizations (NGOs) tend to utilize foreign sources, which are either associated with or based in their countries of origin. U.S. companies may more effectively target U.S.-based NGOs, often at their U.S. headquarters. This particular market segment can be both quality and price sensitive. USAID tenders are publicized on their respective international websites and in local media publications.