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| Tekijä: | Hong, W. Speece, M. |
| Otsikko: | Sales force development in China |
| Lehti: | Journal of International Selling and Sales Management
1998 : SPRING, VOL. 4:1, p. 3-20 |
| Asiasana: | DEVELOPMENT CHINA SALES |
| Kieli: | eng |
| Tiivistelmä: | Sales management never received much attention in Chinese enterprises under central planning. Firms purchased inputs from suppliers and sold to customers assigned by the plan. For transactions outside the plan, personal connections were more important than selling skills or sales management, because there was no free market where firms could buy inputs or sell output. Reforms and increasing competition have disrupted this old system. Foreign and joint venture companies have introduced modern sales management into China. |
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