{"id":15521,"date":"2017-04-24T17:08:11","date_gmt":"2017-04-24T15:08:11","guid":{"rendered":"https:\/\/acc.creditexpo.be\/\/fr\/?post_type=creditex_nieuws&#038;p=15521"},"modified":"2017-06-29T12:32:22","modified_gmt":"2017-06-29T10:32:22","slug":"conseils-recouvrement-en-extreme-orient","status":"publish","type":"post","link":"https:\/\/acc.creditexpo.be\/fr\/conseils-recouvrement-en-extreme-orient\/","title":{"rendered":"Conseils de recouvrement en Extr\u00eame-Orient"},"content":{"rendered":"<p><span class=\"intro\">La Belgique est un pays d\u2019exportation typique. Nous voyageons depuis des si\u00e8cles dans le monde pour vendre nos produits et connaissances \u00e0 des clients dans les destinations les plus exotiques.<\/span><\/p>\n<p>Lorsque vous faites des affaires au-del\u00e0 des fronti\u00e8res, vous vous aventurez sur des terrains \u00e9trangers, o\u00f9 s\u2019appliquent d\u2019autres normes et valeurs. Vous devez donc vous adapter.<\/p>\n<p>Les collectors belges qui doivent recouvrer de l\u2019argent chez des clients \u00e9trangers buttent souvent sur d\u2019importantes diff\u00e9rences culturelles.<\/p>\n<p><strong>Culture hautement ou faiblement contextuelle<\/strong><\/p>\n<p>L\u2019anthropologue <a href=\"http:\/\/www.edwardthall.com\/\" target=\"_blank\" rel=\"nofollow\">Edward T. Hall<\/a> a d\u00e9velopp\u00e9 une th\u00e9orie selon laquelle il y a des cultures hautement et faiblement contextuelles. Les Belges se situent dans un faible contexte, ce qui signifie que nous aimons les choses claires (oui c\u2019est oui, non c\u2019est non). En g\u00e9n\u00e9ral, nous nous int\u00e9ressons beaucoup plus au contenu du message qu\u2019\u00e0 sa forme.<\/p>\n<p>Les cultures asiatiques, en revanche, sont hautement contextuelles. Elles accordent plus de valeur \u00e0 ce qui se dit, ou pas, entre les lignes. Le clin d\u2019\u0153il et le recours aux silences dans un entretien, font int\u00e9gralement partie du message, par exemple. Et un \u2018oui\u2019 n\u2019est par d\u00e9finition pas toujours un \u2018oui\u2019.<\/p>\n<p>Bien s\u00fbr, cela varie d\u2019une personne \u00e0 l\u2019autre, mais voici quand-m\u00eame quelques diff\u00e9rences primaires :<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/graydon.be\/sites\/graydon\/files\/styles\/content_default\/public\/visual_select_file\/Recouvrement%20en%20Extreme-Orient.PNG\" alt=\"Recouvrement en Extreme-Orient.PNG\" \/><\/p>\n<p><strong>4 conseils pour approcher les clients asiatiques<\/strong><\/p>\n<p>La semaine derni\u00e8re, je me suis rendu dans une entreprise dont le collecteur doit traiter avec de nombreux clients asiatiques. Voici quelques astuces pratiques mises \u00e0 jour lors de cette session :<\/p>\n<p><strong>1.\u00a0Sur place<\/strong><\/p>\n<p>L\u2019ouverture d\u2019une filiale locale, ou le recours \u00e0 un agent local, fonctionnent. L\u2019agent local conna\u00eet les usages, normes et valeurs de la culture concern\u00e9e. Surtout s\u2019il en fait lui-m\u00eame partie. Ses connaissances et surtout ses contacts peuvent rev\u00eatir une valeur inestimable pour r\u00e9cup\u00e9rer votre argent.<\/p>\n<p><strong>2.\u00a0Hi\u00e9rarchie<\/strong><\/p>\n<p>La fonction fait autorit\u00e9, bien plus que dans notre culture. Ne soyez pas frustr\u00e9 si votre collector n\u2019obtient pas de r\u00e9sultat apr\u00e8s 10 coups de fil et mails alors que votre manager en obtient apr\u00e8s un seul mail. L\u2019objectif prime. Le titre de la fonction dans le bas du mail fait parfois des miracles.<\/p>\n<p><strong>3.\u00a0Mail de confirmation<\/strong><\/p>\n<p>Si vous prenez un accord dans le cadre d\u2019un entretien t\u00e9l\u00e9phonique, envoyez une confirmation par mail \u00e0 votre interlocuteur. \u00c9vitez tout langage mena\u00e7ant et remerciez votre personne de contact.<\/p>\n<p><strong>4.\u00a0Respect<\/strong><\/p>\n<p>Vous avez pris des accords, mais votre personne de contact ne les a <a href=\"https:\/\/graydon.be\/fr\/downloads\/cheat-sheet-les-10-excuses-les-plus-souvent-invoquees-pour-ne-pas-payer\" target=\"_blank\">pas respect\u00e9s<\/a> ? Attention \u00e0 la fa\u00e7on dont vous nommez ce qui est, \u00e0 vos yeux, du mauvais comportement. Perdre la face est une catastrophe et vous devez absolument \u00e9viter que votre personne de contact se sente personnellement attaqu\u00e9e.<\/p>\n<p>Source: <a href=\"https:\/\/graydon.be\/fr\/blog\/conseils-de-recouvrement-en-extrme-orient\" target=\"_blank\">Graydon blog<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>La Belgique est un pays d\u2019exportation typique. Nous voyageons depuis des si\u00e8cles dans le monde pour vendre nos produits et connaissances \u00e0 des clients dans les destinations les plus exotiques. Lorsque vous faites des affaires au-del\u00e0 des fronti\u00e8res, vous vous aventurez sur des terrains \u00e9trangers, o\u00f9 s\u2019appliquent d\u2019autres normes et valeurs. Vous devez donc vous [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":12016,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[43],"tags":[],"class_list":["post--15521","post","post--type-post","post--status-publish","post--format-standard","post--has-post-thumbnail","post--hentry","post--category-general"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Conseils de recouvrement en Extr\u00eame-Orient - Credit Expo Belgi\u00eb<\/title>\n<meta name=\"description\" content=\"La Belgique est un pays d\u2019exportation typique. 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