Selling Big to China
Sales force management in China
An important section in Morry Morgan's Selling Big to China is on motivating the sales force, where the author begins by ruing that self-motivated Chinese staff are hard to come by. The irony is that China — with 1.3 billion citizens — has a management shortage, he adds. With the benefit of working in China, Morgan identifies three factors behind the shortage of leaders — lack of life experience, poor foresight, and poor teamwork.