接到一个回中国工作的面试邀请,但他们给我发了两个Case studies 让我完成.第一个是与技术有关的我还勉强对付. 下面这个是第二个问题,是关于市场方面的,对我来说有点难度, 请高手指点,不胜感激!
One of the main constraints of many foreign companies is that China is too big for one sole distributor and there are not enough companies with the capability to cover the whole country. So some of these companies split the market by appointing 2 or more distributors (each one focuses on their strongest territories). However there are more problems that might be encountered when products from the first distributor's territory reach the 2nd distributor territory's at lower prices. Despite all efforts by the foreign companies, such as, one price policy, marketing agreements etc. there are often failures. Knowing the Chinese market and culture how do you suggest overcoming this matter?