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B2B sales managers in Japan often struggle to connect their sales staff to senior level decisions-makers within the customers' organizations. The result: sales targets not met. Related to this is the fact that many sales reps also have some difficulty in saying "No" to their customers without harming customer relationships. This can relate to unnecessary discounts or implementation schedule postponements. This month's presentation, "Priming the Sales Funnel: Connecting Successfully to Senior Decision-Makers in the Japanese Organization," will cover the thinking and behavior patterns of the typical Japanese Sales rep and how they attempt to "manage" their customers. Such questions as, "How do Japanese employees view their organization?"; "Why should the sales rep get his/her manager involved in the early stages of the sales cycle?"; and so forth, will be addressed. This month's speaker will illustrate various scenarios and provide solutions to these questions and on how to resolve behavioral problems and thereby deliver a superior business result. Mr. Hiroshi Uematsu has worked in the IT industry for 30 years and has been focused on Senior Sales management roles and the psychology of selling for 20 years. He has developed the SP method (R) which outlines 6 stages in the buying process, matching them to the sales process. Please join us to learn a few solutions on how to resolve behavioral conditions and thereby deliver a superior business result when engaged in the B2B sales market. VENUE: Tokyo American Club, Manhattan (B2) MAP: NOTE: This meeting is OFF THE RECORD