U.S. Firms Misusing Japanese Reps

U.S. companies selling their products and services in Japan often meet with limited success because of misselection or misuse of their selling organizations rather than problems in the marketplace. Four major mistakes are made by Japanese sales agents: 1. They fail to establish a good image for thei...

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Bibliographic Details
Published in:Computerworld 1979-02, Vol.13 (7), p.103
Main Author: Ogino, Yuji
Format: Magazinearticle
Language:English
Subjects:
Computer industry
Computers
Imports
International
Marketing
Markets
Sales
Salespeople
Online Access:Get full text
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Summary:U.S. companies selling their products and services in Japan often meet with limited success because of misselection or misuse of their selling organizations rather than problems in the marketplace. Four major mistakes are made by Japanese sales agents: 1. They fail to establish a good image for their company. 2. They are too concerned about the price of the product and do not tell the customer about its economic benefits. 3. They do not make enough sales calls. 4. They do not spend enough time studying the customer's needs and, therefore, just sell the product on the basis of its technical features rather than its ability to solve the customer's problems. Rapid development of the computer market in Japan makes prospects for U.S. imports very promising. Import duties on computer products are expected to decrease in Japan, which should aid the market there.
ISSN:0010-4841