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Book: B2B  Selling in  Japan
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    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.

Japan veteran 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.

188 pages.  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.

Section topics:


Prototypical prospects

A framework for judging advice

An overview of sales methodologies

Methods as distinct from style

Selling value

The importance of building trust

Japanese business "style"

Lead generation

Cold calling / first contact

Referrals / networking

Marketing / promotion

Getting to / relating to the decision maker

Working with gatekeepers

First meeting

Questioning techniques

Moving the process along



Team selling

Pipeline (funnel) management

Lead cultivation / nurturing


Repeat & expanded sales

CRM systems

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 )

Buy Now

via Paypal


As a printed book:    

   2400 yen per copy

     + 500 yen postal shipping

     + 5% Japan consumption tax

   = total 3045 yen

via Paypal


Your download 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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Other useful information:


Click here for MAP's articles, links and recommended books about B2B selling, provided free.

MAP / Market Action Partners         Tokyo, Japan

    Tel international (81) 90 2430 1778, in Japan 090 2430 1778    Email dan.harris (at mark)     Dan Harris, principal

all contents copyright 2006-2012 by MAP