This is how it works. He is armed with the presses' various seasonal catalogs, book jackets, and the EWEB combined catalog containing selected titles from each press. Businessmen want to take time to get to know you, to build trust and friendship. When a buyer feels comfortable with you, the orders will come. Much business can be done on these informal occasions.
Patience when dealing in Asia is the byword.
You can't be too pushy. In some countries it is conventional to offer gifts in the business context as symbols of greeting and appreciation. At the beginning of each major trip, Muranaka is weighed down with offerings of Hawaiian coffee, macadamia nuts, chocolates, liquor, tobacco, and favorite tidbits like beef jerky and microwave popcorn. In Asia, it helps to have business cards in the language of the country and to present and accept cards in an appropriate fashion. Muranaka spends 10 to 12 weeks on the road annually for these sales trips.