中国市场进入战略管理知识研究报告(英文版)(37页).ppt

Nirma\interim-rpt Employ distributor and its own sales force (about 2000) to explore market in the meantime Distributor focus on existing channels and areas Whitecat sales force focus on unexplored new markets Be flexible to different market situation Low reliance on distributors Possible conflict between distributors and its own sales force Therefore, distributors may lose interest to work with Whitecat Slow response to changing market with hieratial management, e.g. the approval for a promotion plan will last 3 months C Whitecat uses distributor as well as its own sales force to jointly