Michal Stewart, Global Travel Manager, Sabre Holdings
Every international trip should start with a quick read of Kiss, Bow or Shake Hands: Sales and Marketing! The tips provide terrific insight into local business customs and cultural values – and will generally keep you from embarrassing yourself by throwing a big ole Texas bear hug on your prospects in Japan!
Joseph J. Douress, SVP Global Marketing, Elsevier Global Medical Research
For years I’ve relied upon the Kiss, Bow or Shake Hands book series, especially when entering new global markets. The latest Sales & Marketing edition includes very helpful and practical tips and information that every global marketer and sales professional can put to good use.
Kris Swank, Business Instructor, Northern Arizona University
Kiss, Bow or Shake Hands is the perfect supplement to my Business Communications courses: it introduces students to the concept that how we do it ‘over here’ isn’t necessarily how they do it ‘over there’, and being unaware of that basic fact can doom your cross-cultural business transactions. Students tell me it’s the most important lesson they learn all semester.
When traveling to different countries, people need be conscious of cultural differences, many of which are extremely subtle. When conducting business, you should be prepared for nuances that aren’t obvious. Kiss, Bow or Shake Hands: Sales and Marketing is an excellent manual for people working or traveling abroad. There’s too much at risk to make faux-pas that could be avoided and might very well kill a deal. Terri Morrison’s book can demystify the ways others conduct business and more
Joanne St. John, former President and Publisher, International Academy at Santa Barbara
Once again, Morrison has delivered the goods: An informative, current, and reliable guide that is also, mirabile dictu!, a pleasure to read. Brava!
John J. Gerace, Ph.D., P.E. EVP, Energy Edge Technology
The authors are able to look through their cultural lens and provide an in-depth and valuable overview of the entire spectrum of sales and marketing characteristics in G-20 countries. Essential for business travelers, students, and tourists alike if they are to avoid major “cultural collisions” or costly faux pas. Anyone thinking globally at any level should retain a copy of this book as a personal reference.
Brian Hirsch, Ed.D, Director, Trinity Career Services Trinity University
Terri Morrison does a consistently excellent job of making the cross-cultural jump understandable, interesting and exciting. This newest Kiss, Bow: Sales and Marketing promises to be an excellent resource for anyone aspiring to do business abroad.
Kim Cahill, Director, Institute of Global Management Studies – Fox School of Business, Temple University
In an increasingly globalized environment, the ability to understand how businesses work across cultures is vital for success. Most of the growth potential for U.S. companies lies in overseas markets and Kiss, Bow, or Shake Hands: Sales & Marketing should be required reading for both students and practitioners of international business.
Marcelo Bombau, Partner, M.& M. Bomchil Abogados (The Law Firm of M.& M. Bomchil) Buenos Aires – Argentina
With precise, down to earth, eye opening comments, Terri Morrison builds -once again- the necessary bridges to understand different cultures…and avoid moves that can end up in embarrassment, if not disaster.
Johnny Jet, Travel Personality and Founder of JohnnyJet.com
I’m a huge fan of Kiss, Bow or Shake Hands. And now I can consult KBSH: Sales and Marketing before I head off to a new country – just to make sure I don’t commit a faux pas, or make a fool of myself.
Mary Ogle, Head of Global Market Access, Sanofi Pharmaceuticals
As today’s global workplace becomes more competitive, Kiss, Bow, or Shake Hands: Sales & Marketing provides practical “real world” examples on how to behave, interact, and communicate successfully while working internationally. A must have for all global marketers!
Thomas M. Feifar, Director of Foreign Military Sales, NAVISTAR Defense
Terri has accurately and succinctly captured the key issues that businesspeople or tourists need to know when traveling. It is spot on, and a very valuable resource!
Giuseppe G. B. Pezzotti, Sr. Lecturer, Cornell University School of Hotel Administration
Just as you can be a connoisseur of wine, Kiss, Bow or Shake Hands: Sales and Marketing can help make you a connoisseur of cultures, philosophies, business behaviors, and social practices. Read it not just for work, but for the human side as well.
Gil A. Cardon , Convention Manager, Japan National Tourism Organization
Their latest book, Kiss, Bow or Shake Hands: Sales & Marketing, is billed as the “Essential Cultural Guide–From Presentaions and Promotions to Communicating and Closing.” While the book contains much of the wisdom of their classic publication, it takes a step further, concentrating on how all parts of a business strategy needs to be effectively tuned to cultural differences.
For example, company websites are now one of the critical cornerstones of a business strategy. The authors remind us: “Inadvertently selecting the wrong website layout, the wrong sales approach, or the wrong advertising hook can result in lost market share.” Readers get very specific pointers per country about taboo subjects, colors, images and words to avoid or to emphasize.
Sarah Statz Cords, Carol Elsen, Caroline Geck, Lucy Heckman, Lawrence R. Maxted, & Stephen E. Turner
The year’s business reading identified new trends, reckoned with old challenges, offered counteropinions on hot topics, reinforced some old lessons, highlighted gains over losses, celebrated innovations that have potential for all, and observed the failures of these innovations to keep their promise. In short, it was a year of balancing equations—of balancing the books. A veritable definition of the state of today’s business world, these are the best of the year.
Morrison, Terri & Wayne A. Conaway.Kiss, Bow, or Shake Hands: The Bestselling Guide to Doing Business in More Than 60 Countries. 2d ed. B. Adams Pub. Group. 592p. ISBN 978-1-59337-368-9. pap. $24.95.
The definitive reference for doing business around the world. A clear and comprehensible format, country by country, provides both general cultural orientations and specific business etiquette and local negotiation strategies. (1st ed. reviewed, LJ 1/95)