Differences in B-to-B sales between Japan and other Western countries

[JerseyBoy]

I am interested in hearing from the experienced sales/marketing professionals the main differences in conducting the business-to-business sales/marketing in Japan vis-a-vis other Western countries (such as USA, Canada, and etc).

For example, I heard quite a few Japanese sales people do not make an appointment before visiting prospective or existing clients. It tends to be a big faux pas in USA.

 

[Glenski]

I am interested in hearing from the experienced sales/marketing professionals the main differences in conducting the business-to-business sales/marketing in Japan vis-a-vis other Western countries (such as USA, Canada, and etc).

One huge difference is in the number of layers of distributors, sub-distributors, sub-sub-distributors, etc. in Japan. As a result, the end price is much higher than the original.

For example, I heard quite a few Japanese sales people do not make an appointment before visiting prospective or existing clients. It tends to be a big faux pas in USA.

Never heard of such a thing in Japan. Sales people are very on top of image and courtesy. The only exception is the travel agents who drop by unannounced. Just my experience.