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Sales & Marketing in Korea

Bosses Shouldn't Fear Foreign Media

 

By Tom Coyner

JoongAng Daily

May 26, 2010

 

Abstract

Korean firms are missing a golden chance when they refuse to meet with foreign journalists.

 

 

Retrofitting for Tough Times

 

By Tom Coyner

JoongAng Daily

January 20, 2009

 

Abstract

A winnowing out process among businesses is taking place . . . New, more competitive methods need to be implemented, often for sheer survival.  Working smarter, not harder includes investing in professional skills, including consultative sales methods.

 

 

Korean Slogans Comical to Foreigners

 

By Tom Coyner

Korea Times

October 15, 2008

 

Abstract

Korean decision makers should follow other countries' better examples in adequately investing in professional public relations and marketing companies and applying outside advice to the final decisions. Too often to date, decisions have been based on poorly thought out expediencies and even egotism.

 

 

Everything You Wanted to Know About Korean Business Entertaining

(But Were Too Afraid to Ask)

Published as Korean Entertainment (Parts 1 & II)

 

By Tom Coyner

Korea Times

May 23 & June 13, 2008

 

Abstract

A review of the basic roles and costs of business entertainment in doing business in Korea.

 

 

Will Korean Companies Survive This Century?

 

By Tom Coyner

Korea Times

November 2, 2007

 

Abstract

A review of the basics for Korean corporate long-term survival in terms of genuine globalization and radical innovation.

 

 

Korean Concepts of Negotiating

 

By Tom Coyner

Korea Times

October 4, 2007

 

Abstract

Some suggested considerations, when preparing for Korean negotiations.

 

 

Busting a Few More Sales Myths in Korea

 

By Tom Coyner

Korea Times

September 6 2007

 

Abstract

In-depth review of  four more common myths regarding Korean sales.

 

 

It's Largely a Matter of Trust in Korea

 

By Tom Coyner

Korea Times

August 9, 2007

 

Abstract

Without the public's credibility or trust, any marketing strategy will ultimately fail.

 

 

Busting Korea's Myths on Sales

 

By Tom Coyner

Korea Times

July 27, 2007

 

Abstract

In-depth review of  three common myths regarding Korean sales.

 

 

Power of Cyber Marketing in Korea

 

By Tom Coyner

Korea Times

May 4, 2007

 

Abstract

From cyber malls to consumer participatory marketing campaigns, Korea's cyber marketing is aggressive and innovative.

 

 

Korean Retailers Undergo Upgrading

 

By Tom Coyner

Korea Times

April 20, 2007

 

Abstract

Major Korean retailers learn from foreign giants and create a new generation of retail sales channels.

 

 

Shifting Korean Retail Industry

 

By Tom Coyner

Korea Times

March 21, 2007

 

Abstract

A summary of the rapid evolution of Korea’s retail industry during the past quarter century.

 

 

IT Industry Sets Managing Model

 

By Tom Coyner

Korea Times

January 17, 2007

 

Abstract

Korea’s IT industry offers a good –and bad – example of doing business in Korea.

 

 

Product Distribution Is Key

 

By Tom Coyner

Korea Times

Dec. 27, 2006

 

Abstract

There are several consumer product distribution systems operating in Korea, each having its own advantages and disadvantages.

 

 

Korea Needs Better Offshore Marketing

 

by Tom Coyner

Korea Times

September 13, 2006

 

Abstract

Korean companies aspiring to become world class in their markets need to explore new strategies. Unlike in the past, it is now obvious that further growth requires world-class marketing, in which effective branding must play a major role.

 

 

The Cultural Marketing Trap

 

by Tom Coyner

Korea Times

September 6, 2006

 

Abstract

There may be a cultural "gotcha," but too often foreign marketing professionals have prematurely jumped to that conclusion. It seems that a "cultural wand" is being waved about whenever there is a need to explain why sales are not up to standard. Foreign managers can be sorely tempted to pigeonhole the cause of their problems as "Korean culture" when there may be a lack – or misapplication - of marketing diligence.

 

Discovering the Korean Consumer (Part I)

 

by Tom Coyner

Korea Times

August 2, 2006

 

Abstract

The Korean consumers are rapidly evolving into independent urban buyers of goods and services who are both young in large numbers and yet also comprise a growing and graying baby boomer population. Korea’s consumers are among the most Internet savvy and are leading the world in finding new ways to acquire what they want whenever they want.

 

 

Discovering the Korean Consumer (Part II)

Who Wields the Won? - Housewives

 

by Tom Coyner

Korea Times

August 16, 2006

 

Abstract

This concludes this two-part essay by recognizing that all consumers are not purchasers.  Korea has some of the most traditional market practices and with some of the world’s leading edge retail channels. The foreign manager needs to know how to deal with both circumstances.

 

 

Dangers of Relying on Salespersons

 

By Tom Coyner

Korea Times

May 9, 2006

 

Abstract

Korea is famous for its relationship selling in large business-to-business transactions. Traditional selling in a close-knit society requires personal relationships to generate leads and sales. Yet order taking is not a long-term substitute for professional selling.  Managers face significant revenue dangers when selling is not seriously taken as a profession.

 

 

Smashing the Six Shibboleths of Korean Sales

 

Yeri Choi

Journal of the American Chamber of Commerce in Korea

May-June 2001 edition  

 

Abstract

As the pace of change in business continues to quicken, the savvy operator accelerates to keep up.  Below, a consultant focuses her sights on outmoded thinking among Korea's sales forces - and what changes they need to implement if they are  to remain competitive.

 

 

10 + 1 Commandments for Doing Business

 

Jang Song-hyon and Tom Coyner

Korea Times

March 27, 2006

 

Abstract

Stick to these 11 cardinal rules and you will do just fine in doing business in  Korea.

 

 

Selling Through Korean Distributors

 

Tom Coyner

Journal of the American Chamber of Commerce in Korea

2-part article in the January-February and March-April  2005 editions  

 

Abstract

Indirect selling can be one of the least expensive and lowest risk strategies. Among American firms selling into Korea are offshore companies that use local distributors. This approach offers obvious advantages, but also contains many hidden pitfalls.

 

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