Medical Equipment Inc

1438 words 6 pages
Medical Equipment INC
Q1) No, Grover thought that he has a good understanding for the culture because he was raised in Saudi Arabia, but the reality is he grew in an expatriate compound with limited contact with the Saudi people or the Saudi culture. He went to an Indian school and then went to take his college degree in the USA. His internships gave him the opportunity to work in France and the United States. The internships prepared him to work in the field but Saudi business concept is foreign to him. Grover did not understand the Saudi culture and missed some critical points while he was trying to get the deal. He knew that relationships are important in making business in Saudi Arabia which is completely true. The problem was he
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The second option is to proceed with the trip offer which will give him a chance to win the deal and in the same time he can document it as a business expense so it will not look as a bribe. As a show of commitment Grover should accompany Al Humaidi to the trip to help build a long lasting relationship. By going on the trip with Al Humaidi he can try to secure the current sale and also build for the future by assuring Al Humaidi that Medical Equipment INC. will be ready to work with him and be there for support and logistical backup and no also provide the best, outstanding technology for a reasonable price. The third option is to create a plan B and try to secure a sale regardless of the size, just to try and get in good favor with Al Humaidi with a potential of future business. It seems that even with careful analysis and generating a sales plan that offered all the best equipment according to the hospitals needs; this was still not adequate to secure the sale. From what Grover knows now he can create a plan B and modify the list of equipment that is offered and tailor it to the needs of the engineering and cardiology department only. The ECG machine that is being offered is far superior to that of the equivalent product that Wilson’s is offering. Knowing this and already having established a positive relationship with Dr. Saxman, Grover can push the two products that appeal more to the hospital. If the desired sale of $725,000USD worth


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