Mitch Is a Sales Representative for Caterpillar, the World's Largest

Multiple Choice

Mitch is a sales representative for Caterpillar, the world's largest manufacturer of heavy equipment. He is moving to China because of the rapid expansion in that country and the opportunity it offers Caterpillar. He is undergoing extensive training, however, because business is conducted differently in China compared to the U.S. For example, Mitch is learning that business people in China expect a salesperson to develop a relationship with them before they ever discuss business, which is a practice called _____.

A) renquing
B) hungchoi
C) guanxi
D) chow shi
E) tai chi