My friend Xiao Wang should have scored a 40,000-yuan ($5,256) a month job as a sales director at a top US company. Instead he became yet another victim of East meets West culture clash.

The American company was a major international player and was hunting for a top sales manager who could fire up its new Chinese operations. Chinese-born, US educated Xiao Wang was more than qualified having worked in America in the same industry, but living most of his life in China. He knew the local market well.

The mid 30s Beijinger is a naturally charming fellow and after dining with him a few times I could understand why he had carved out a successful sales career. He is a great listener, and always gives his undivided attention to whoever is speaking. He has the knack of making you feel special and rarely speaks about himself. He also has an X factor, which is only discovered in a face-to-face meeting.

The US firm flew Xiao Wang to Shanghai for the main interview and the feedback was positive. Xiao Wang had one more hurdle, a final telephone meeting with the Asia Pacific sales director, who was based in the United States.

After the hook-up, Xiao Wang felt confident. Interestingly, the interviewer did not ask many questions, however Xiao Wang believed it was simply a confirmation call.

His interpretation was way off the mark. The American boss later said that Xiao Wang did not have the drive and passion to lead a new business.

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