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Exercise 3.12 – Identifying Sources of Miscommunication 

·         Do #1 only and identify one or more ways that cultural differences have led to miscommunication. 

·         Next, suggest one or more solutions to the problem.  For this scenario, consider that Alan must conclude his business within one week or risk losing the sale.  What can he do to get this Mexican customer’s business? 

·         For full credit, answer fully, in complete sentences.

1.       1. Alan is a Canadian sales representative in Mexico.

He makes appointments and is careful to be on

time. But the person he’s calling on is frequently

late. To save time, Alan tries to get right to

business. But his hosts want to talk about

sightseeing and his family. Even worse, his

appointments are interrupted constantly, not only

by business phone calls, but also by long

conversations with other people and even the

customers’ children who come into the office.

Alan’s first progress report is very negative. He

hasn’t yet made a sale. Perhaps Mexico just isn’t

the right place to sell his company’s products.