Long-term relationship building may seem rough at first, but it's worth the effort. You will have to sell yourself before you can market your product or service. Your behavior under various situations and your interaction with peers, superiors and subordinates will go a long way towards establishing your integrity and earning trust. Your character will be more critical in business dealings than any contract or legal agreement. Develop associations separate from any business context, including after-hours, sporting events and social occasions.
Gift giving helps cement friendships needed for close business relationships.
Foreigners willing to learn something about local culture and products are more impressive. Food, basic Mandarin, art, religion and history, plus an overall knowledge of host companies are great study topics. Once you feel comfortable in a relationship, you can interject your product, project or promotion. But, be subtle. The same word in English may have an entirely different meaning in Mandarin.