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A Wallpapering Manufactor

A Wallpapering Manufactor

The case study that I read about was dealing with a wallpaper printing equipment manufacturer.  The name of this company was called Canwall and its located in Canada.  Two guys from this company were sent over to a town north of Shanghai in the province of Jiangsu, China.  The two guys that went over there were, Charlie Burton, who was the president of Canwall and Phil Raines, who was the marketing director.  They were going to China to negotiate a sale to a new wallpaper production company.  The Canadian company has never sold its equipment outside of its country and this was going to be it's first time.  The two companies have been talking before they met for the first time.  The manager of the Chinese company, Mr. Li, has been to the company in Canada and also one of Canwall's trade representatives has been over to China.  When Burton and Raines got to China they had a warm welcome and were met by MR. Li and a chauffer.  They were taken to their hotel and had a banquet later on that night.  After getting the red-carpet treatment they had

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