Selling to China: A Guide for Small and Medium-Sized Businesses

Increasingly, American businesses are turning to global markets for growth and profitability. While China offers great business potential, its markets have typically been restricted to only the largest corporations, mostly because navigating China's unique business environment demands expertise and resources beyond the reach of most small and medium-sized businesses (SMBs). But seizing opportunities in China is not impossiblefor SMBs.

In his updated and revised best-selling business book Selling to China: A Guide for Small and Medium-Sized Businesses(Second Edition, September 24, 2018) author Stanley Chao provides expert advice on entering China's US$19 trillion economy. The second edition reflects the major changes in China's business landscape over the past decade, including the growth of the internet, the rise of China's middle class, the recent US-China tariff wars, Beijing's increasing openness to foreign businesses, and the Chinese consumers' insatiable appetite for new products, cutting-edge technologies and services. Filled with clear, tangible steps and candid personal anecdotes, Selling to China bridges the gap between Western and Chinese cultures, languages, and histories to help businesses enter the Chinese marketplace. Ideal for companies just starting out on the path to doing business with China, or those that have already tried and are now facing problems or have failed, Chao's book offers practical advice for the many common challenges that foreigners will face in China.
Readers will learn effective ways to deal with Chinese businesspeople and private and state-owned companies; determine whether certain products or services are viable for the Chinese market; understand the psyche of the "Mao Generation" Chinese who aren ow China's business owners, executives, and government leaders; understand both the long and short-term implications of the US-China tariff wars; and develop low-cost, market-entry strategies.

Chao offers readers the wisdom he has acquired over years of experience in succinct chapters complete with easy-to-follow guidelines, debunked myths, and evidence-based predictions. Inaddition, Chao covers:

·Dealing with China in the Trump era
·Understanding the role of contracts in China's legal system
·Hiring and using a translator
·Conducting a market analysis study
·Establishing your sales network
·Selling online

Chao, a Chinese American, has worked in China and Asia for over twenty years. He currently advises companies on how to do business in China, so he is well aware of both the conditions and quirks associated with the endeavor. Chao reassures owners of SMBs that they can indeed crack the Chinese market, as long as they know the rules. "You will come away with two things after reading this book," he says. "First, my advice will give you the tools to determine whether your products or services will be successful in China. Second, you will gain an understanding of how the Chinese think and act as it relates to business."