| Author | Wu, Xiao Hong |
| Call Number | AIT RSPR no.SM-97-10 |
| Subject(s) | Sales management--China
|
| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Series Statement | Research studies project report ; no. SM-97-10 |
| Abstract | China's enterprises become more concerned with issues of sales in current market
socialist economy. The ability to sell products effectively and profitably is increasing in
importance, and knowledge of sales force management has become a critical issue in most
industrial markets in China.
The objectives of this research are to discover the sales management situation in China
through examining the current practices in state owned enterprises, joint ventures and foreign
companies, and to analyze the difference between state owned enterprises and other two
kinds of companies.
On the basis of in-depth interview with six companies of each category, the research
described the current practices on several important sales force management issues including
recruiting, training, compensation, career path, information support, supply of sales materials,
autonomy in assignment, funding of sales activities. It also summarized the difference among
three kinds of companies.
The most important findings of this research is that the selling consciousness among
state owned enterprises developed unequally. And the overall situation of sales operation in
state owned enterprises are not optimistic and needs very much to be improved. Although
strengthening sales are not the panacea for all problems of the state owned enterprises, on a
great extent, in the current stage, it enables individual enterprises to gain competitive
advantages in the marketplace. |
| Year | 1997 |
| Corresponding Series Added Entry | Asian Institute of Technology. Research studies project report ; no. SM-97-10 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management (SOM) |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Speece, Mark W. |
| Examination Committee(s) | Tang, John;Truong Quang |
| Scholarship Donor(s) | Asian Institute of Technology |
| Degree | Research studies project report (M.BA.) - Asian Institute of Technology, 1997 |