Book:
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:
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Introduction 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 Presentations Negotiations Team selling |
Pipeline (funnel) management Lead cultivation / nurturing Implementation Repeat & expanded sales CRM systems Sales management: recruiting, Compensation What sales system is really being used? Sales training: how to waste your time & money Coaching Motivation 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:
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As an e-book (PDF file) - delivered to you immediately: 760 yen per copy + 8% Japan consumption tax = total 820 yen
via Paypal
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As a printed book: 2400 yen per copy + 500 yen postal shipping + 8% Japan consumption tax = total 3130 yen
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| 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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