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旧 Jun 1st, 2006, 14:32     #1
DonBei
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默认 【求助】Case study

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?
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旧 Jun 1st, 2006, 15:11   只看该作者   #2
hytown
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默认

What kind of job? Marketing manager?

想进入SAP领域或者有SAP经验的请和我联络
hytown@gmail.com
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旧 Jun 1st, 2006, 15:20   只看该作者   #3
DonBei
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默认

引用:
作者: hytown
What kind of job? Marketing manager?
Yeah, this kind of position.
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旧 Jun 1st, 2006, 15:48   只看该作者   #4
hytown
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Did you ever have marketing experience? How can you lead your company to achieve success in Chinese market if you only worked in a technical field? Sorry to say that so straightly.
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旧 Jun 1st, 2006, 16:02   只看该作者   #5
DonBei
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默认

引用:
作者: hytown
Did you ever have marketing experience? How can you lead your company to achieve success in Chinese market if you only worked in a technical field? So...
I have many years' experience in sales, and I have an existing network in China, but I've never had any experience to deal with this situation.
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旧 Jun 1st, 2006, 20:44   只看该作者   #6
rabbitjessy
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默认

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作者: DonBei
I have many years' experience in sales, and I have an existing network in China, but I've never had any experience to deal with this situation.
How come you never encouter this kind of experince in your sales experience ? What industry are you in ? It's a common problem in FMCG industry. My very first job was dealing this kind of pricing conficts all the time.

It is very hard to control ,no matter what kind of policy or punishment you use . I think that employer just want to see your ideas and logical thinking. You don't need give perfect answer. Just outline the key issue and give your own suggestions.

Good luck
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旧 Jun 2nd, 2006, 12:45   只看该作者   #7
hytown
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引用:
作者: rabbitjessy
How come you never encouter this kind of experince in your sales experience ? What industry are you in ? It's a common problem in FMCG industry. My ve...
Very good recommendation!
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