Being a sales representative in a wide international region is a challenge and a blessing all at once. I had this privilege to cover the markets from Scandinavia, through East and Central Europe, through Turkey to North Africa. During these travels I had the opportunity to meet and learn about the business thinking of the people in these regions.
Here are some of my observations starting from the north and slowly moving to the south. Of course I must make a side note that this is a generalization and there are people and companies that absolutely do not fit into the so called “typical” mentality. I had my prejudice in the past and was humbled quite a few times.
Companies and people in the north are more of a “long term thinkers”. They apply this way of thinking when making any decision be it business or product development. They tend to strive to make a better product and are willing to wait a long time to feel the benefits of their decisions.
It takes a bit more time to gain their trust and develop a relationship, one can say you must prove what you are claiming. But once you do it is a real honest and warm cooperation.
Moving to central and East Europe things are getting more dynamic, price is becoming more of the priority but still we are talking about the quality and other aspects of the products. Business changes and decisions are becoming more dynamic and course changes are made faster and more often.
Relationships are made much faster and communication is also more dynamic and vigorous. Overtime is more common and it is expected from others as well.
Moving more south-east Europe and Balkans people are much more short term thinkers. Tomorrow is already very far in the future for some. Price is again very dominant topic and product has to be “good enough” so that it can be sold.
Relationships are made in 30 minutes and food + alcohol are a part of the business. Conversations are very vigorous and words used sometimes can be offensive although it doesn’t mean that the business will stop or person you work with will not continue talking with you normally after one hour.
Moving even more south to Turkey and Tunisia, business is very tricky to understand. The people there are very welcoming and great hosts. I felt like a king a few times and had been promised major business. But if you don’t understand the language and how business is done there you will be like me disappointed when nothing happens.
To this day I am a bit in the dark about the dynamics but it is important to know that price is the king and you must wait to get accepted. Bending the rules here is a common thing similar like in East Europe.
So, on average each region has it’s own set of rules which you must follow and understand. I see that climate and past influences the mentalities.
Where you see a long winter you must prepare very well for a long time in advance. You must be patient and resilient. You must have trusted allies to survive. Hence the long term thinking up north.
In the mid east Europe you have good weather and abundant natural resources so there is no need to plan for so long in the future. In the past there were difficult times so people are careful in forming relationships and think rationally. They had to adapt fast to survive.
In the south east Europe weather is perfect, you don’t have to think a month ahead but there are constant conflicts and wars going around. If you look at the history there was no period of time longer than 30-40 years without conflicts. People are used to get what you can and get it now because who knows what tomorrow brings, hence the short term thinking.
Finally in Turkey and North Africa I see a similar situation as in the south here but also business influenced by religion principles. So quite similar to south Europe when you come to climate but just a little bit different.
To conclude we are all searching for good business and relationships. Everyone wants to be safe, to have a house, car, bicycle, food on the table and supporting family. We are all different shades of the same color.
This is my personal impression and experience on average. But as always I like to hear others and to be open minded to points of view on this topic.
