B2B Selling in Japan
Ways to increase your sales
If you sell business to
business in Japan, this book will give you numerous insights and ideas
on how to sell more.
Dan Harris takes you through the basics, linking global best practices
to the nuances of the Japanese business setting with numerous examples.
He puts all this into 'real' contexts with insightful interviews of
several non-Japanese salesmen and managers who have succeeded in
Japanese B2B markets.
'B2B Selling in Japan' gets beyond the
myths and conventional wisdom to what actually works.
Order your own copy
below, to learn and adopt
its myriad fruitful techniques at your own pace. To get immediate
delivery and usage, choose our e-book version.
Published in 2008 by MAP.
About the author: Dan Harris is a
principal at MAP, a Tokyo-based training and coaching firm that focuses
on international business skills, executive functioning in English, and
of course B2B sales. Dan has 30+ years in Japan, and his business
career has centered on B2B sales and sales support in several industries
in Japan. He received his BA from Sophia University in
Tokyo, and his MBA from Harvard Business School.
framework for judging advice
An overview of sales methodologies
Methods as distinct from style
The importance of building trust
Japanese business "style"
Cold calling / first contact
Referrals / networking
Marketing / promotion
Getting to / relating to the decision maker
Working with gatekeepers
Moving the process along
Pipeline (funnel) management
Lead cultivation / nurturing
Repeat & expanded sales
Sales management: recruiting, Compensation
What sales system is really being used?
Sales training: how to waste your time & money
Performance improvement / Change management
Activity and performance tracking
Close the loop: get poor performers out of sales
Real life: Champions, cascades and partners
Real life: Selling Sozon
Real life: Delivering the goods
Real life: The accidental salesman
Summary: Putting it all together
Order your own copy:
As an e-book (PDF file) -
delivered to you immediately:
760 yen ( US$9.50 ) per copy
+ 5% Japan consumption tax
= total 800 yen ( US$9.99 )
As a printed book:
2400 yen per copy
+ 500 yen postal shipping
+ 5% Japan consumption tax
= total 3045 yen
of this e-book is under a non-transferable license for 1 copy of
the PDF file, and to print 1 copy for your own use. You
may not provide this (for sale or free) to other persons.
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MAP's articles, links and recommended books about B2B selling, provided free.