What's the quote about selling someone a product whose faults will occur when you're years gone and half way around the planet? I wonder how this mentality is avoided/regarded in Japan.
When many of the quality-focused companies in Japan took off they focused on gaining market share primarily through gaining repeat customers. A lot of their sales machinery was constructed around the idea of building a personal relationship with the customer to predict their needs as they arise.
This was in part because the domestic Japanese market was so small. Of course, it needs support from quality development and manufacturing. But it's also efficienct because it's much cheaper to sell something to someone who trusts you than to get it out by cold calling.
This was in part because the domestic Japanese market was so small. Of course, it needs support from quality development and manufacturing. But it's also efficienct because it's much cheaper to sell something to someone who trusts you than to get it out by cold calling.