Describes what is customary in the market for sales and customer support.
Last Published: 9/6/2019

The Japanese have a reputation for being among the most demanding customers in the world.  High-quality, highly-responsive product service and customer support are crucial throughout the sales cycle. This begins with establishing a close working relationship with, and long-term commitment to, a U.S. exporter’s potential Japanese partners. Problems most often arise from misunderstandings, lack of communication, language difficulties, and differing business practices.  Companies should be prepared to make a number of visits to potential customers before beginning serious negotiations, and should expect to spend significant time and resources in maintaining relationships with customers once established.
 

Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.


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Japan Trade Development and Promotion