rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: If at first you don't succeed, try and try again? Negotiating skeptical customers and bridging cultural differences as a sales rep
  name:
    name part: Kni͡azeva, Ekaterina
    role:
      role term: creator
    role:
      role term: author.
  type of resource: text
  genre: bibliography
  genre: Electronic books.
  genre: Case studies.
  origin info:
    place:
      place term: enk
    date issued: 2021
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: remote
    extent: 1 online resource.
  abstract: Michelle Tamura is a newly-minted sales representative at a U.S. biotechnology company specializing in portable benchtop electronics. Hired to tackle a potential expansion into the academic research market, she is given an opportunity to pursue a client with potential ties to Japan, her home country. Michelle's new boss trains her to approach academic researchers with confidence and provides her with a number of strategies to connect with new clients. He warns her that academics are difficult to establish contact with and can be reluctant customers. When Michelle visits a university laboratory to promote a new product, she is only able to meet with student researchers who seem too busy to talk to her and avoid any productive interactions. After multiple unsuccessful attempts, Michelle is unable to make in-roads on a potential contract or approach the elusive principal investigator who is the key decision maker in the lab. Finally, she decides to put to use her knowledge of Japanese culture and negotiation strategies she learned in college to tackle the challenge at hand.
  target audience: specialized
  note: Ekaterina Kniazeva.
  note: Includes bibliographical references and index.
  subject:
    topic: Negotiation in business
    genre: Case studies
  subject:
    topic: Négociations (Affaires)
    genre: Études de cas
  subject:
    topic: Negotiation in business
  classification: HD58.6 .K55 2021
  classification: 658.4
  related item:
    title info:
      title: SAGE Business Cases
  identifier: 9781529761221
  identifier: 1529761220
  identifier: http://proxy.library.tamu.edu/login
  record info:
    record content source: SGPBL
    record creation date: 201109
    record change date: 20240923172028.9
    record identifier: in00005500122
    language of cataloging:
      language term: eng