海外営業に向いてる人とは?特徴とやりがいを徹底解説Who is suited for overseas sales? A Thorough Explanation of Characteristics and Rewards

When considering a career change to overseas sales, many people may be concerned that even if they think they are suited for a domestic sales job for someone who has only worked with Japanese people, they may not be sure if they are also suited for overseas sales. In fact, people who are suited for overseas sales are not just those who have good English skills.
In this article, we will explain the characteristics of people who are suited for overseas sales jobs, along with specific examples.

There are two main types of overseas sales jobs (i.e., stationed in the field and traveling to the field while working in Japan), and the characteristics of those suited for each are introduced below.
Who is suited for overseas sales work?

• People with experience living overseas and language skills
• People who are mentally and physically strong
• People with a strong curiosity and a desire to continue learning

People who are curious and willing to keep learning.

Next, what kind of person is suited for an overseas sales representative who works in Japan and travels to the local area on business?

• People who can accept and adapt to diverse cultures
• A person who can work actively on his/her own initiative
• Able to handle detailed administrative work

A person who can handle detailed administrative work. Here, we introduce the characteristics of people suited to each of these two types of work, along with specific examples.

For overseas sales staff stationed in a foreign country

People who have language skills and experience living overseas

Since you will not only work but also live in the country, you will need to do things necessary for daily life and solve problems on your own. For example, problems related to housing would be a good example. Buildings in Japan, which is prone to earthquakes and natural disasters, are strong and durable, but overseas, they may be poorly constructed, or the electricity and water supply may be unstable, which can cause problems that interfere with daily life. If you have experience living overseas, many of you may be able to tolerate some troubles peculiar to foreign countries.
Also, if you need to solve a problem, you may not be able to communicate the situation without language skills, and it will take time to solve the problem. Some people may feel stressed if these problems persist, and may not be able to do their work. Therefore, people with language skills and experience living abroad are suited for expatriate assignments.

People who are mentally and physically strong

Good health is essential for expatriates. Depending on the country where you are stationed, the medical environment may be different from that of Japan, as you may not be able to visit a hospital as easily as in Japan, or you may not be given the treatment or medication you want. There is not always an environment where you can exercise, such as gyms and sports clubs, which are commonplace in Japan to maintain health and relieve stress. Furthermore, in areas where people travel by car more frequently, they are more susceptible to illness because their physical strength and immunity are reduced.
Mental strength is also necessary. Especially at the beginning of the assignment, in addition to dealing with an unfamiliar environment, food, and other aspects of life, you may try your best to get used to your duties as quickly as possible. In addition, stress can easily build up if the stress relief methods that have worked in Japan do not work here, or if things continue to go wrong in the workplace.
For this reason, people who are strong both physically and mentally are suited for expatriate assignments.

People with a strong sense of curiosity and the ability to keep learning

One of the objectives of an overseas assignment is to conduct local research. This research is not only for business purposes, but also to learn about local customs and ways of thinking so that you can apply this knowledge to your work.
In addition, communication with local Japanese companies is also important for risk management and future business collaboration, but if you do not have such a network, you should be willing to build one yourself.

For overseas sales staff who work in Japan and travel to the local area on business

People who can accept and respond to diverse cultures          

Those who work in domestic Japan operations are often placed between domestic rules and overseas requirements, so they often have to play an eclectic and coordinating role. The ideal candidate is someone who can analyze the importance of each request, prioritize them, and respond flexibly, while accepting the local culture rather than imposing Japanese rules.

People who can work actively on their own initiative

As the work is on a business trip basis, you will be required to make decisions and take action on your own with a sense of speed regarding the purpose and necessity of the trip and the length of your stay in Japan. In addition, problems are bound to occur during business trips. Those who can prevent such problems before they occur, and those who can deal with them when they do occur, are suited for overseas sales positions. The ability to take action to solve problems and English language skills are also necessary.
Therefore, people who can move actively on their own are suited for this position.

People who can handle detailed clerical work              

Sometimes expatriates are asked to do administrative work that can only be done in Japan, and detailed administrative work is required before and after business trips. Overseas salespeople are often required to complete not only sales documents such as order forms and contracts, but also import/export documents and other paperwork in order to conduct business.

Conversely, for those who are not suited for overseas sales,

• People who prefer to work at their own pace
• People who do as they are told
• People who are shy and sensitive
• People who are not comfortable with English
• People who have difficulty accepting a culture that does not exist in Japan

These are some of the characteristics of Japanese people.
Having high language skills does not necessarily mean that you are suited for overseas sales.
Here, we will explain in detail the characteristics of people who are not suited for overseas sales.

People who want to work at their own pace

Even in domestic sales, there are times when things do not go as planned, no matter how well planned you are. This is because of the unique cultures of the countries and companies you are working with. Therefore, if you are not good at changing or readjusting plans, you may find this a very stressful place to work. When trouble arises, you will need to work overtime or travel on short notice.

People who do as they are told by the other party

In domestic sales, you may have been able to make do with a sales style that is like a servant's ear because you both consider the other's position, but in overseas sales, you need to clearly communicate what you can and cannot do when the company you are dealing with makes unreasonable demands of you only. Therefore, if you do as you are told, you may end up with an unreasonable and risky contract, which may even lead to a trust issue with the company, so if you cannot think for yourself and clearly communicate what you cannot do, you are not suited for this job.

Shy and sensitive people

In domestic sales, a shy and sensitive person may have an honest and serious image. In overseas sales, communication skills are important, so if you have a lack of facial expression or tend to back out of a job because you are sad or happy about what the other person is saying or doing, you are probably not the right person for the job.

People who are not comfortable with English

Most communication in overseas sales is conducted in English. Various necessary documents such as contracts and order forms will also be written in English. Nowadays, you may be able to understand most of the contents and translate what you want to say into English using translation apps, but the accuracy is still not 100%. If you find such English communication stressful, overseas sales is probably not for you.

People who have difficulty accepting a culture that does not exist in Japan

If you are stressed by frequent schedule changes, slow responses, detailed complaints, strict demands, religious reasons, etc., which are not the norm in Japan, overseas sales may not be for you.

Even if all the characteristics of a suitable candidate for overseas sales are true, if you do not find the work in overseas sales rewarding, it will lead to early job separation even if you have found a job.
In addition to the job satisfaction of being able to work with overseas counterparts on an equal footing and the sense of accomplishment that comes with winning a major contract, overseas salespeople also have the advantage of improving their English skills and earning a high annual salary.
Here, we will introduce the main job descriptions of overseas sales staff, as well as their satisfaction and attractiveness.

Major Job Descriptions of Overseas Sales

The work of overseas salespeople often includes not only sales work as a contact person for overseas corporations, but also marketing-like tasks such as handling import/export related matters, research to develop local markets, and sales promotion. In addition, they may also be involved in the development of approvals tailored to local needs. Therefore, overseas sales involves a variety of tasks. Depending on the company, the actual work may be divided into detailed responsibilities.

Work with overseas counterparts on an equal footing

Negotiations with overseas counterparts - this may be the reason why many people are attracted to overseas sales. This is a big difference from domestic sales. If you are not used to working with people from overseas, you may be at a loss at first because of the communication methods and business styles unique to each overseas country, but you will find it rewarding to overcome these obstacles and proceed with business negotiations and transactions.

A sense of accomplishment when you win a big contract

Overseas sales contracts are often large. Compared to domestic sales, the sense of accomplishment gained by overcoming the many obstacles and man-hours required to reach a contract is immeasurable. It will give you confidence and be rewarding to know that your work has been recognized by your non-Japanese counterparts.

Improve your English and conversation skills

Compared to domestic sales, the amount of English used increases, so your English ability will improve. In addition, most of the conversations with local customers and meetings with local staff, as well as e-mails and documents, are in English.

Annual salary is higher than that of domestic sales

Although it depends on the company, overseas salespeople often earn a higher annual salary than domestic salespeople. Even if the base salary is the same, it will be higher due to the accumulation of various allowances such as business trip allowances for overseas business trips, housing allowances for expatriates, and so on.

Just because you fit the criteria of a good candidate for an overseas sales position and find overseas sales rewarding does not necessarily mean that you will be able to find a position in overseas sales.
The skills required for overseas sales are
 

• Experience in domestic and international sales
• Ability to negotiate in English
• Empathy and respect for others
• Knowledge of local laws and trade
• Flexibility to handle a variety of tasks
   

Flexibility to handle a variety of tasks. Here are some of the skills required for overseas sales work.

Domestic and international sales experience

Sales experience is an essential skill for overseas sales positions. If you do not have the base of ability to make a deal from the listening skills you have cultivated in domestic sales, it will be very difficult to change to overseas sales. However, clerical positions such as trade office work often do not require such long sales experience, so it is recommended that you match your experience with the job you are looking for.

Business negotiation and negotiation skills in English

In overseas sales positions, the ability to negotiate in English is your greatest weapon. If you are not very confident, you may need to learn English through online English conversation services. You will acquire these skills through practice, but if you want to achieve results quickly, you will need to train yourself.

Empathy to respect others

In an overseas sales position, things happen that are unthinkable in Japanese business. For example, due to force majeure, such as the situation in the other country, religious circumstances, or even the weather, cultural differences in customs and habits often prevent things from going according to schedule. In such cases, it is necessary to be empathetic and respectful of the other party's situation and culture, rather than blaming them for the way things should be.

Knowledge of local laws and trade

Knowledge of local information depends on your work experience in your current position, but it will be a significant advantage if you have experience in the area the company is recruiting for. Trade knowledge also requires a willingness to learn, either through experience in trade administration or, if no experience is available, by learning and supplementing it.

Flexibility to handle a variety of tasks

International sales staff will be involved in a variety of tasks, especially if the team size is not large. For example, there may be situations where you are not responsible for marketing tasks such as research and sales promotion. This is a skill that allows you to be well-balanced and flexible in handling tasks that may be considered outside of your responsibilities.

To become an overseas sales representative, you will first need to obtain a score or certification that proves your language skills.
In addition, we will explain the key points for women to get an overseas sales position, such as the precautions to take to become an overseas sales representative and the selection process of choosing companies with many overseas workers.

Proof of Language Proficiency is a Must

Most companies take an applicant's English or language skills into consideration during the application screening process. Some companies may not require language proficiency even though the job description involves overseas transactions. Please note that this does not mean that language skills are not required, but rather that language skills are a matter of course. You will need to obtain a score or certification that proves your language ability, such as TOEIC for English, or various certifications for languages other than English, such as Chinese or French.

How do women become overseas sales representatives?

There are many women who are engaged in overseas sales. In Japan, women tend to be more interested in studying and traveling abroad, so their communication and language skills are higher than those of men. However, there are not so many overseas salespeople in Japan.
One possible reason for this is that some business negotiations may not be conducted with women due to the customs or religious culture of the country where the product is being handled.

If you are a woman seeking an overseas sales position, you need to choose your new job with attention to the countries where you will be dealing with the products you will be selling.

Apply for jobs at companies that have many employees working overseas.

The shortest way to become an active overseas sales representative is to apply to companies that have a large number of employees working overseas.
The products handled by each company differ, so if you are considering a career change in a different industry, please consider companies that match the products you wish to handle.

Major Japanese trading companies with many employees working overseas

If you want to be involved in a wide variety of products in overseas sales, we recommend that you aim for a trading company. Among trading companies, those that handle a wide range of products without limitation are called sogo shosha.
Mitsubishi Corporation, Mitsui & Co., Sumitomo Corporation, Marubeni Corporation, Toyota Tsusho Corporation, and Itochu Corporation are well known as major sogo shosha. According to Toyo Keizai's ranking of the top 200 companies with the most employees working overseas, Mitsubishi Corporation is the top among sogo shosha with 1,291 employees working overseas.
On the other hand, trading companies, known as specialized trading companies, specialize in particular trading products.
Major specialized trading companies include Itochu Marubeni Steel Corporation, Medipal HD, Alfresa HD, Hanwa Kogyo Corporation, and Metal One Corporation.

Data citation: Toyo Keizai's ranking of the top 200 companies with the most employees working overseas

Major Japanese manufacturers with many overseas workers            

For those who want to be involved in selling specific commercial products as their own products, manufacturers are recommended. Major manufacturers include Toyota Motor Corporation and Denso Corporation, both of which are automotive-related companies, as well as electronics manufacturers such as Sony, Canon, and Mitsubishi Electric Corporation. According to Toyo Keizai's ranking of the top 200 companies with the most employees working overseas, Toyota Motor Corporation tops the list with 2,450 employees working overseas.

Data citation: Toyo Keizai's ranking of the top 200 companies with the most employees working overseas

Use a recruitment agent that specializes in overseas sales

Even if you have chosen the company of your choice, you may feel uneasy about changing jobs on your own because the actual position may not match your career to date, there may not be a position that meets your expectations, or even if you do get the job, there may be a gap between the actual job and the one you are looking for, which may lead to early retirement. By using a recruitment agent that specializes in international sales, the agent's counselor will match the company's needs with the job seeker's hopes and strengths, and introduce jobs that you could not find on your own. Since different recruitment agents specialize in different fields and offer different types of support, we recommend that you choose the agent that best suits your needs.

In this article, we have introduced people who are suited for overseas sales.
Those who are suited for overseas sales need to have a variety of skills and the ability to adjust and adapt to diverse cultures due to the wide range and variety of work. If you are new to overseas sales or are unsure about changing jobs, we recommend that you use a recruitment agent who is strong in overseas sales to find a company that matches your strengths and desires.

  
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