GBMC’s paper published on one of our partner’s Blog: “The Master Key to Asia” Blog (David Clive Price’s Blog)

http://davidcliveprice.com/long-term-sales-strategy-in-japan-by-philippe-huysveld/

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.