Making sales calls demonstrates commitment to the market and is also an excellent way to obtain market feedback. Direct marketing is an attractive sales channel for suppliers attempting to reach the increasingly affluent Japanese consumer while bypassing traditional distribution channels. But the Japanese customer also demands top quality for every product and is meticulous about packaging and the condition of contents on arrival. Returns and complaints can be common. Demand for shopping through the mail or by telephone has grown tremendously in Japan in recent years.
Business cards are an integral part of the business protocol.
Carry lots of cards inscribed in English on one side and Japanese on the other with you and exchange it at the first meeting. Group decision making is emphasized in Japan Recognizing that it takes a longer time to cultivate business relationships in Japan than in the United States, American business executives should be very patient. Dress For men, the accepted attire for dinner parties, unless otherwise stated, is a business suit. Women can put on an afternoon dress, a simple long dress, or long skirt and top. Formal attire is a floor length dress.