Based on that we are then able to tailor our product features to best suit the customer needs. Image refers to the professionalism in which we approach the customer. For the Thai sales person, assertiveness has to be tempered with politeness. Generally, Thai sales people tend towards politeness rather than assertiveness, especially if the customer offers negative opinions about a product or service. Sales training in Thailand must ensure that our sales persons understand that if we are not assertive enough to give advice to customers, the customer will lose the opportunity to help customers's solve their problem.
Customers buy products in order to solve their problem or satisfy their needs.
After achieving these 3-I 's, we have achieved our call objectives. Our sales people are more comfortable since they do not feel as if they are pushing the prospects too hard. Discuss and Network Comment on Kriengsak's columns or any other Asian business management issue at the APMF discussion boards. Bangkok Thailand Kriengsak was one of the Asia Pacific Management Forum 's earliest columnists and continues to provide some of the most savvy advice on the Net on working in Thailand. His down to earth advice from years of working with falang and locals mixed with local folkstories continues to delight and inform.