Study Of The Selling Strategy Of GaoWei (China) WLAN Business In SMB Market

GaoWei is the market leader in worldwide WLAN product & solution industry and had 60% market share at year 2006. But GaoWei China WLAN business is no very good comparing worldwide situation especially in SMB(Small & Medium Business) segment. This thesis using the theoretic of Marking Management to make the WLAN Go-to-Market selling strategy for GaoWei China WLAN in SMB, the Small& Medium Business Segment.Starting 3C analysis at China WLAN Market (Customer), GaoWei China (Company) and main Competitors in SMB segment, with SWOT analysis to list the business environment GaoWei facing in China and find out the issues of current Go-to-Market strategy has been used in GaoWei china, with deep analysis around current Product, Price, Place and Promotion strategy. With the issues identified, to work out proposed Go-to-Market strategy for year 2007, especially how to build up appropriated channel model through selected Specialized Distributor for SMB market, plus incentive program, right product strategy and price model to express and ensure the selling strategy can be succeeded. This thesis will be definitely helping me on job real practice.