Today we publish the second part of B2B International’s latest podcast series “Marketing & Selling to Chinese Companies”. The podcast is a 3-part series, with the final instalment being published next Monday. If you haven’t already heard it, you can listen to part one by clicking here.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Marketing and Selling To Chinese Companies - Part 2 of 3 [13:09m]: Play Now | Play in Popup | Download

The question of how to market and sell to companies based in China is one that is debated endlessly by foreign companies seeking to profit from the huge potential of the country. Views expressed by businesspeople claiming to know the secret of success in China vary wildly, from those (generally newcomers) who say that marketing and selling in China is ‘just like home’ through to those (usually those with at least a couple of years’ experience in China) who exaggerate the unique nature of Chinese business and Chinese people to such an extent that selling in China sounds like an impossibility. The reality is that these two positions are both equally crass and incorrect – there is no reason why a Western company with a flexible, patient and ‘listening’ approach to marketing and sales should not succeed in the Chinese market.

The first part of B2B International’s latest podcast series ” Marketing & Selling to Chinese Companies is published here today. The podcast is a 3-part series, with the next two instalments being published over the next two weeks.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Marketing and Selling To Chinese Companies - Part 1 of 3 [14:44m]: Play Now | Play in Popup | Download

This podcast considers the topic of using postal surveys in industrial research. In doing this, it looks at where they will work and where not, and factors affecting the response rate.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Using Postal Surveys In Industrial Research [7:56m]: Play Now | Play in Popup | Download

This podcast considers the topic of making your ads work harder. In doing this, it looks at how market research can improve the effectiveness of your advertising.

If you have found this podcast to be of use, why not have a look at our podcast on ‘making the promotional pound go further’.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Making Your Ads Work Harder [6:36m]: Play Now | Play in Popup | Download

This podcast considers the topic of assessing a sales areas potential. In doing this, it covers the folling areas:

- Directories
- By association
- Employment statistics
- Population statistics
- Fieldwork

If you have found this podcast to be of use, why not have a look at our podcast on ‘the problem with price’.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Assessing A Sales Area's Potential [6:56m]: Play Now | Play in Popup | Download

How far can market research help to evaluate the potential of industrial innovation? Here we look at the strengths and weaknesses of its possible contribution: specially for marketers under threat of innovation-by-imposition.

If you have found this podcast to be of use, why not have a look at our podcast called ‘beyond customer satisfaction’.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Nursing The Chairman's Baby [7:36m]: Play Now | Play in Popup | Download

Interviewing is the key element in nearly all industrial market research surveys. It dictates the accuracy and depth of information obtained and very often leads to conclusions and recommendations involving thousands of pounds worth of plant and hundreds of jobs.

If you have found this podcast to be of use, why not have a look at our ‘market research conversations’ podcast on the market research industry.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 The industrial interview [10:51m]: Play Now | Play in Popup | Download

The essential element of the sales manager’s survival kit is good information, particularly in four areas: the company’s sales, the structure of’ the market, detailed knowledge of buyers and the strengths and weaknesses of the company vis-a-vis the competition.

If you have found this podcast to be of use, why not have a look at our podcast on Business-to-business marketing.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Market Research and Sales Managers [5:26m]: Play Now | Play in Popup | Download

Companies that sell raw materials or simple components face a marketing problem - how to give their products recognisable benefits which differentiate them from competitors. A popular tactic is to cut prices in the belief that this is the principal motivation influencing buyers; there being little to choose between other features such as quality, delivery and service. The unfortunate result may be a price war, as competitors retaliate in an attempt to maintain market share. It is our contention that to sell non-differentiated products chiefly on a price platform, is both economically disastrous and unnecessary. This article seeks to show how to avoid price cuts by adopting a more professional and profitable marketing stance.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 How To Avoid Competing On Price [24:49m]: Play Now | Play in Popup | Download

What does make people switch? What is it that makes someone change their mind or their behaviour? These are crucial questions to any marketer and particularly baffling to the business to business marketer. This is because we b2b marketers operate in a world complicated by the multi-faceted decision making unit comprising buyers, technicians, management policy setters and so on - all who claim to make their decisions rationally. This podcast offers thoughts on b2b switching behaviour and the forces that shape these decisions.

This weeks podcast was written by B2B International Director, Paul Hague.

For more information on this area or for more white papers, please visit our company website at www.b2binternational.com. Visit our b2b-blog for more audio content, free eBook, and much more.This podcast is brought to you by Business 2 Business Market Research Specialists

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 Getting People To Switch [11:24m]: Play Now | Play in Popup | Download