Jordan - Country Commercial Guide
Selling Factors and Techniques

Identifies common practices to be aware of when selling in this market, e.g., whether all sales material need to be in the local language.

Last published date: 2021-10-25

Cost, delivery time, responsiveness to “Requests for Quotations” and credit terms are important in purchasing decisions made by Jordanian companies.  Even though an impressive number of Jordanians can speak and read English, it is better from a marketing perspective to have catalogs/brochures translated into Arabic.

Trade Promotion and Advertising

U.S.-style promotion is gaining popularity.  There are several trade fairs and events where U.S. exporters can participate as an exhibitor or as a visitor, and many Jordanian businesspeople attend major regional fairs, such as those held in Dubai.

Advertisement in newspapers, radio, and business journals and association newsletters to locate agents, distributors or buyers can be effective.  Billboards and electronic screens are also available.  Cell phones are ubiquitous in Jordan and an increasing number of notices and advertisements are sent via SMS in addition to utilizing well-known social media platforms.

Magazines are more numerous, of better quality, and offer good access to the more affluent segment of society.  There are several regional business magazines and sector-specific publications distributed throughout the Middle East that can also offer useful advertising opportunities.

Pricing

Local importers base their pricing on the export price, freight costs, applicable import tariffs and taxes, the 16 percent sales tax (depending on the product), and profit margin.  U.S. manufacturers and suppliers should, however, coordinate with local representatives before assigning a final price to a product. The Jordanian market is price sensitive. Products with higher prices than the competition will need marketing support and must be of demonstrably higher quality.

American companies have additional advantages through the U.S.-Jordan FTA.  For more information, please visit Jordan Free Trade Agreement | United States Trade Representative (ustr.gov)

Sales Service/Customer Support

Sales service and customer support are vital.  It is critical that U.S. firms commit to their local agent or distributor, as well as provide training and on-time comprehensive support to ensure customers receive support.

Local Professional Services

A full range of banking, auditing, legal, advertising, and other service providers is available in Jordan. For further information, please contact the U.S. Commercial Service office in Amman.

Principal Business Associations

  • American Chamber of Commerce Jordan
  • Amman Chamber of Commerce
  • The Information and Communications Technology Association of Jordan
  • Jordan Businessmen Association
  • Amman Chamber of Industry
  • Jordan Exporters Association
  • Business and Professional Women Amman
  • Jordan Restaurants Association
  • Jordan Hotel Association
  • Jordanian Association of Pharmaceutical Manufacturers
  • Jordan Chamber of Commerce
  • Jordan Chamber of Industry
  • Jordanian Constructions Contractors Association
  • Jordan Housing Developers Association