Attuning sales documents to different cultures
23 July 2010
An American quotation is different from a German quotation. Companies that do business in the world market know that commercial documents must not only be flawlessly translated, they must connect precisely to current laws and regulations in a certain country. That the quotation must be calculated in the right currency is obvious. But apart from that, we have found that the tone of a quotation must be in line with the local culture.
Business benefits and ROI
Some prospects are often very interested in the business benefits and return on investment on a product or service. Others may also find this important, but they want to know the facts: how is the product put together in a technical sense? Anyone who wants to be successful in more than one country cannot neglect attuning sales documents to different cultures. This goes further than only a translation.
Connect to local demand
A Guided Selling system helps to produce quotations that connect to local demand but also meet central technical and commercial conditions that are set worldwide.
Order processing
A Guided Selling system also makes sure that order processing operates flawlessly in an international context. Curious how that works? Read how internationally minded companies such as the Aebi Schmidt Group and Fronius go about it. Click here.
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
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