 How Do I Create a Strong Sales Concept?Engelbert Boos Chapter 7 in The China Management Handbook, 2003, pp 272-300 from Palgrave Macmillan Abstract: Abstract Many internationally successful operating companies operate different sales channels in China such as their own production facilities in China and their other international subsidiaries due to strategic considerations. The main reasons may be the request for a higher total sales volume, the realisation of a profit centre concept, the differentiation in cost, pricing, specification and service for the penetration of different market segments or just a specific profit contribution policy for the local enterprise. However, the potential higher sales volume may have influence on the general price level and image on the same brand’s products. On the one hand, customers will use their purchasing power and negotiate lower prices between the different sales channels. On the other hand, the competing salesmen will reduce their reliance on teamwork and keep secret important market information. The advertising of competing sales channels may also cause customer confusion. Therefore, the products should be clearly differentiated one from another and the co-ordination of such activities should be done preferably in China. Keywords: Profit Margin; Stock Level; Purchasing Decision; Corporate Identity; Payment Condition (search for similar items in EconPapers) There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-59972-7_7 Ordering information: This item can be ordered from Access Statistics for this chapter More chapters in Palgrave Macmillan Books from Palgrave Macmillan |
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