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. 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.
Have your business cards inscribed in English on one side and Japanese on the other and exchange them at the first meeting. Accept and offer cards with both hands. When you receive a card, take a few seconds to read it and store it respectfully on your person. Usually a bow or a handshake follows the exchange of cards. 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.