Some light conversation is customary before getting down to business. Decision-making is centralized and decisions are made at the top level, although all levels have input. Visit top-level executives first. Mid-level executives can follow up on subsequent visits. Be prepared to always go through a secretary.
Secretaries are screeners for their bosses.
Be prepared to take several trips to finish a business transaction. Businesslike behavior with a bit of humor is appreciated. Do not attempt a hard sell approach, and avoid aggressive behavior. Expect to be interrupted. This is not considered rude, but rather a way of showing interest and enthusiasm.