Chantal is a key sales representative at her company, which sells and installs large-scale heating and...

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Chantal is a key sales representative at her company, which sells and installs large-scale heating and air-conditioning systems in new buildings as well as those undergoing renovation. Chantal often makes an initial visit to a potential customer, and she is then backed up by a sales engineer as well as several technicians. Chantal was sent down to Mexico City to meet with the executive team that was converting a beautiful old church into condominium units. Chantal knew that the sale and service on this potential contract were worth three million U.S. dollars (or about 40 million Mexican pesos). Chantal met with the executive team at the construction company on Friday morning for an all-day discussion of her company's services. All was going well, and Chantal could picture a big commission and loads of exciting work coming her way. The executive team then invited Chantal to stay over on Saturday and Sunday, attend a big soccer game, dine at a couple of restaurants, and tour the city. Chantal thought the invitation was excessive in terms of her personal time, so she attempted to tactfully decline the invitation. The representative of the team seemed taken back, but he said that he understood that she had a busy schedule. When Chantal returned to her office on Monday morning she found an e-mail message from the lead executive on the condominium development team. He said that he liked what her company had to offer but that they would need much more time to study her proposal. He also pointed out that in Mexico developing a good relationship comes first before signing a contract. Chantal was horrified and wondered what she did wrong. She was wondering what to do next to nail down this giant contract. QUESTIONS 13.11 What might the executive have been referring to in terms of "developing a good relationship before signing a contract"? 13.12 What significance might the weekend stay offered to Chantal have had for the condominium development team? 13.13 What advice can you offer to Chantal from a cross-cultural value standpoint to attempt to salvage this giant contract? Chantal is a key sales representative at her company, which sells and installs large-scale heating and air-conditioning systems in new buildings as well as those undergoing renovation. Chantal often makes an initial visit to a potential customer, and she is then backed up by a sales engineer as well as several technicians. Chantal was sent down to Mexico City to meet with the executive team that was converting a beautiful old church into condominium units. Chantal knew that the sale and service on this potential contract were worth three million U.S. dollars (or about 40 million Mexican pesos). Chantal met with the executive team at the construction company on Friday morning for an all-day discussion of her company's services. All was going well, and Chantal could picture a big commission and loads of exciting work coming her way. The executive team then invited Chantal to stay over on Saturday and Sunday, attend a big soccer game, dine at a couple of restaurants, and tour the city. Chantal thought the invitation was excessive in terms of her personal time, so she attempted to tactfully decline the invitation. The representative of the team seemed taken back, but he said that he understood that she had a busy schedule. When Chantal returned to her office on Monday morning she found an e-mail message from the lead executive on the condominium development team. He said that he liked what her company had to offer but that they would need much more time to study her proposal. He also pointed out that in Mexico developing a good relationship comes first before signing a contract. Chantal was horrified and wondered what she did wrong. She was wondering what to do next to nail down this giant contract. QUESTIONS 13.11 What might the executive have been referring to in terms of "developing a good relationship before signing a contract"? 13.12 What significance might the weekend stay offered to Chantal have had for the condominium development team? 13.13 What advice can you offer to Chantal from a cross-cultural value standpoint to attempt to salvage this giant contract?

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1311 What might the executive have been referring to in terms of developing a good relationship before signing a contract In many cultures especially ... View the full answer