The Research Of P Company For Sales Channel In China

This thesis analyzed the basic circumstance of China Medical Devicemarket, with the development of China economy and Government focusingmedical service, this market grows quickly. More and more importedbrands come to China and local brands run quicker than before. This marketis full of opportunity and challenge at the same time.Going through the product quality crisis, P company is at the stage that itwill spin off from parent company, and its product defibrillator’s segmentmarket in China is at the early stage.The issues of P company’s sales channel are: width and depth of channelsare not enough, it means the channels coverage of area and market segmentsis not satisfied, furthermore, the sales channel management system is notcompetitive too. The solution for P company sales channel is to put sales channel in a totalcycle which include Sales Channel, Brand Image and Sale Service, theyinfluence each other.Finally, human resource is also a key factor to improve sales channelstrategy, including to improve staff competence and execution power.We believe that the solution will improve the performance of sales channel and finallystrengthen the P company’s revenue.