Long-term B2B Sales Strategy in Japan:
“Outside one’s confort zone – in the Country of the Rising Sun”.
GBMC Article published in pages 5 and 6 of “Trade Flows and Cultural News”, the BJA (Belgium Japan Association)
Newsletter (December 2013 edition):
GBMC’s paper published on one of our partner’s Blog: “The Master Key to Asia” Blog (David Clive Price’s Blog)
May 13, 2013
Hard sell or cold calling techniques can work very well when you are in your “comfort zone” or sales territory. This is no more the case when you have to develop your customer network from scratch, outside your “comfort zone”, in a new sales territory and even more in a remote and exotic country like Japan. Here, in addition to dealing with cross-cultural issues and language barriers, soft sell techniques are more appropriate.