Mitch is a sales representative for Caterpillar, the world's largest manufacturer of heavy equipment. He is moving to China because of the rapid expansion in that country and the opportunity it offers Caterpillar. He is undergoing extensive training, however, because business is conducted differently in China compared to Canada. For example, Mitch is learning that business people in China expect a salesperson to develop a relationship with them before they ever discuss business. What is the term for this practice?

Question

Quizplus · Accepted Answer

The practice of developing a relationship before discussing business is called guanxi in China.

Mitch Is a Sales Representative for Caterpillar, the World's Largest