Swedish Heat Exchanger Into The Hvac Market And Communications Marketing Strategy

As a sales team leader for the local market development, the responsibility of the author of this dissertation is to define a blueprint of the new market entry strategy of a Swedish air-to-air heat exchanger into China, to decide the sales forecast breakdown and localized strategies under global marketing, as well as to construct and cultivate a strong Chinese sales force, in order to realize the overall corporate goals in both the ventilation and telecommunication market segments.Based on the market segments analysis of ventilation heat recovery and telecom electronic cooling industry in China, this dissertation maps out the following Critical Success Factors of new market entry for the imported brand of air-to-air heat exchanger into China:√Huge local market demand + Global resources allocation = Efficient Value Chain√Imported brand fame + Superior quality = Expert of Heat Design√Strong sales force cultivation + Clear target motivation = Profit Target Hit√Wide product range: Plate + Rotary = Complete Solution√Local production facility + Local material sourcing = Cost-effective Supplier√24-hour technical support + New product R&D capability = Sustainable Growth"The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. "—Neil Rackham"Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive. "—Philip Kotler...