TABLE OF CONTENTS Although product features and price are important factors when dealing with Arabs, sensitivity to cultural differences and Arab business conduct will also contribute highly to your success with Arab partners. The following examples show what can go wrong if you are not aware of the Arab way of doing business.
David Anderson, a salesman for a large sprinkler system company in Chicago, was thrilled to receive an urgent fax from an Arab distributor in Jeddah, Saudi Arabia, requesting prices on 10,000 sprinkler heads. David quickly faxed his Arab client with a discounted price on the sprinklers. The Arab's fax had been titled "Very Urgent," so David assumed the sale might be completed by the end of the month.
At the end of the month, however, no return message from the Arab had arrived. David waited. Finally, two weeks later, the Arab faxed a request for 50 free samples of the sprinkler head, claiming that he wanted to show them to his potential clients. David, eager to close the sale as quickly as possible, sent the samples by overnight mail. His boss had been hounding him about the apparent sale. Two weeks passed without a word from the client, though, so David called. He was told that the Arab purchaser was out of the office. A week later, the Arab finally contacted David. "Mr. Anderson, it's good to speak with you. Thank you for the samples. We are interested in purchasing 500 sprinklers. Can you give them...
