Focus On: C. S. Wong
Our readers are interested in learning from industry leaders in every part of the world and across various sectors in our industry. Insight into these diverse markets is critical to our ability to succeed in the global economy. Several readers wrote in to share their respect for FCI’s C.S. Wong, and said they would like to know how to get to that point in their career. One reader specifically asked, “C.S. Wong has been working for more than 20 years in the connector industry. I’d like to know what ideas he has for those who hope to become a perfect salesperson.”

Name: C. S. Wong
Location: Hong Kong
Current position: Sales Director, Greater China and Korea
Industry positions: FCI, Electronics Division
Accomplishments you’re proud of: I am particularly proud I made FCI Greater China one of the fastest-growing connector companies in the area; FCI is the unquestioned leading supplier in the telecom market there. We have built one of the best teams in the industry—as an example, the majority of our growth comes from design wins.

Favorite website: None in particular. I like to Google now and then.
The last book I read: Romance of the Three Kingdoms, a classic Chinese novel describing the collapse of the Han Dynasty. It has been a reference for military strategies.
If I knew then what I know now, I would have: We all learn from our experiences. I believe I made the right decision at the time I took them. Looking back, at least at the past three years, I stick to the actions I took. I do not think I would do anything differently today.
The best advice anyone ever gave me was: Respect every individual, as you may always learn something from their respective qualities and strengths.
What trend in the industry is affecting your job and what would you like to do about it? The market is evolving every second, and we have to identify what the next technology and market drivers will be. We must capture the emerging opportunities and put in place the right structures, resources, focus, and preemptive actions to win. Competition gets fiercer and fiercer—it’s a survival game, and only the strongest and fastest can win. Our business model and values have so far put us ahead of our rivals…but for how long?
What is the secret to becoming a great salesperson? There is no magic recipe you can use to become a perfect salesman—it is all about hard work and maintaining close contact with your customers. You must keep them busy with you and “infiltrate” their R&D in order to qualify your products at an early stage, and make sure you understand your customer’s requirements and needs, present and future. Beyond the product, provide excellent service—customers want solution-oriented suppliers, and that’s what I have always tried to be during my career.