International Sales Negotiations

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International sales negotiations
The medical equipment industry is very competitive and companies have to keep looking for customers locally and internationally. On a regular basis, there new and advanced equipment developed relative to the deep integration that exists between the industry and information technology. Thanks to technology, medical equipment manufacturers can bring to the market better, more efficient and reliable equipment to handle the evolving level of diseases and health conditions. The ability of a sales person to sell medical equipment in this industry, requires sharp negotiation skills (Nina, Simintiras and Vlachou). Equipment such as the MRI, have been greatly advanced by several companies in the world. Companies competing in the market have bring the best in the market and then get the best sales person in the industry to edge out the competition (Claude). Regardless of the advancement in the technology, medical equipment manufacturers have to invest in skilled personnel that can push their products in the market faster than the competition. This is an element that General Medical company, executives understand and have put appropriate measures to make the company products competitive in the market.
Thesis statement
Although technology is a key selling point of medical equipment, the international negotiation skills are the most crucial for companies selling their equipment to international clients.
General medical
General medical is one of the leading companies in the medical equipment manufacture. With decades of experience in the market and largely in the industry, the company manufactures top of the line equipment, commanding and market size that extends deep and wide in the global market. Over the last few decades the company has been gradually commanding a formidable presence in the emerging markets and in the developing nations to try and expand its reach on the global market front (Claude). This has largely been the result of employing a highly skilled marketing team, with cutting edge strategies. In the recent past the company has been approaching hospitals in japan and brazil, as it looks into introducing the Deep Vision 2000 MRI line of equipment in these markets and in the neighboring markets within the Asian and south American region.
International marketing
Marketingto international customers requires that one has the ability to meet the challenges that accompany such markets and at the same time the ability to deal with the unknown. This is relative to the fact that, due to the complexity of the logistics and differences on so many levels, even the best experienced sales personnel may work against their own interests (Stephen). It is for this reason that strong negotiation skills are paramount, when making international deals. The skilled negotiators, understand the basics of analyzing the situation, refining their approaches for their own benefit and in other cases make the best of a stalemate situation (Claude). They have to be in a position to look and negotiate cultural differences, legal handles, international relations, political stressors move past bureaucratic processes and close profitable deals.
In the deal between the Japanese hospital, Brazilian hospital and General medical there are a number of tactics that will be very crucial for the marketing team. One of the most basic elements that will apply in the two cases is conducting prior research on the companies. This will help the team to prepare in advance the various guiding questions that they will have for the clients in a bid to sound out the buyer’s position, there by pushing them towards making an offer (Shankarmahesh, Mahesh, Ford and LaTour). It will also prepare the team to any questions that they may be asked which they can manipulate to the advantage by referring to the company client’s information relative to their needs. Once the clients have made their offer, the GM team can now make their strategy adjustment, relative to the offer that they are bringing to the client. It is crucial that the offer includes the guided prices from the executive arm of the GM.
There is a close relationship that ...