Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing

ICEBREAKERS

BRILLIANT!

1. Estimates vary, but there are at least 13,000 islands in Indonesia’s archipelago, and more than 700 languages! As you become familiar with the vast geography of this polyglot nation, you will appreciate the challenges of marketing and selling to Indonesia’s myriad ethnic groups. In business, you will probably interact primarily with Indonesians of Chinese, Malay, Indian, and European heritage. If your contacts, agents, or distributors are Chinese, you may get down to business quickly. If not, let your contact lead the conversation. If it moves toward business, a general question about the prevailing economic and political climate, and how it may influence your products can be helpful.

For example, if interest rates are ...