| Doing business with India | | | | normal business practices. You will have to bargain |
| India is the other Asian country whose economy is | | | | and give in something, so be prepared. A price |
| booming (with China of course). Although it is several | | | | reduction of about 5% is common. |
| years behind China in its economic development, India | | | | The country of sales representatives |
| has a development rate at least as fast as its | | | | A sales representative will be of great help to enter |
| important neighbour. Development of infrastructures | | | | the Indian market. Visiting clients being so crucial, a |
| is hindered by a corrupted government, but the | | | | local sales representative will give you this precious |
| private sector is booming. | | | | capability. The sales representative will be able to visit |
| India is a completely democratic country. As a result, | | | | customers, develop a relationship with your |
| business practices are totally different from the rest | | | | prospects, and negotiate contracts (the negotiation |
| of Asia. Business is based on free trade. You can | | | | phase generally necessitates several meetings). |
| market your products by direct sales. | | | | India is the country of independant sales |
| Business in India is based on networking and building | | | | representatives. Many sales representatives from this |
| relationships, face to face meetings, and negotiation. | | | | country have probably already contacted you to sell |
| It is easier to do business in India by networking and | | | | your products. However, the quality of sales |
| building relationships, rather than direct sales contacts. | | | | representatives varies greatly. You will find sales |
| But direct sales are also possible. Working on and | | | | representatives that try to make one great deal and |
| developing relationships is mandatory. Business in India | | | | maximize their profits but don't try to grow the |
| favors relationships, so it is important to maintain | | | | volume of sale of your products. You will also find |
| your precious relationships with your customers and | | | | very good and very professional sales |
| prospects. | | | | representatives that will be able to reach prospects |
| Visiting your customers is also mandatory. Your | | | | very efficiently in a targeted market. |
| customers are looking forward to meeting you and | | | | Try out several sales representatives until you find |
| pay a high importance to your visit. It is not rare to | | | | the one that you like. Do not grant exclusivity on a |
| have a full room as an audience. You may have to | | | | territory before being satisfied with your sales |
| present your products to 10 to 20 people. Your | | | | representative. Be careful though, once you have |
| Indian customers will very much appreciate technical | | | | several sales representatives consolidating the sales |
| details about your products. Technical education is | | | | activities into one contact will be difficult. Once you |
| very high in India. During a meeting you will have to | | | | find a good sales representative, gradually transfer all |
| answer at least a dozen technical questions, most of | | | | your business to him. Give him your new leads |
| them being very technical and very targeted. Giving | | | | systematically. And be patient, consolidating your |
| satisfactory technical answers will prove your | | | | sales actions can take several years. |
| competence and will be very much appreciated. It | | | | The fiscal year in India starts on April 1st and ends |
| can make the difference between closing a deal or | | | | on March 31st. You will most likely receive your most |
| losing a sale. | | | | significant orders at that time of year. |
| Finally, India is a country where negotiation is part of | | | | |