Books:
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.
Receive your own copy, to learn and adopt its myriad fruitful techniques at your own pace. Send an email to Dan Harris indicating which version you want:
- Free PDF version, for immediate delivery and usage.
- Print version is available for 3500 yen, including postal shipping, with payment through Paypal.
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 B2B sales, international business skills, and executive functioning in English. Dan has 30+ years in international business, with a focus on B2B sales and sales support in several industries. 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 |
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