Be proactive: start-up conversations. Do not sit reading magazines or speaking on phones.
Ask questions: What is of interest to you in our company/products? How can we keep in touch? What products you work with?
Be friendly: Engage with prospects in a friendly manner. Be open to any suggestions from your prospects. NEVER CLOSE DOORS even if you do not see any immediate cooperation.
Materials: hand out your materials only at the end of the conversation/discussion/presentation.
Be practical: If prospects ask you about offers/prices/policy…; Do not turn the inquiries away. If you do not know, ask your manager or politely inform your prospects that you will investigate the matter and contact them again.
Gifts: gifts are culturally accepted. If you have scheduled meetings with your distributors/prospects in the region, you can offer inexpensive gifts .
Hands: always use your right hand for shaking, eating, presenting,…
Language: speak slowly and do not use Jargon language. Learn few Arabic words. This will break the ice and please your prospects.
Business Cards: have your own ready at all times. When receiving a business card, look at it, show interest and ask questions.
Food: If you are invited by your Distributors/prospects, do not refuse dishes (even if you do not like). You can just eat other dishes and put aside the one you do not like.
TBMedex SAS provides product and market distribution, distributor search and qualification, sales and export management of Medical Devices and Pharmaceuticals services for the MEA region.
Are You Managing Your Distributor’s Lifecycle?
October 2, 2015
Launching The “Medical Device Experts For MEA “ Group on Linkedin.