M(China) Precise Machinery Trade Co.,Ltd Catalogue Direct Sales Management Mode Study

There are various sales modes in market, such as direct sales, agency sales, broker sales,network sales, catalogue sales, phone-call sales. Every company sets up one sales mode fromthe listed or combination of several sales modes based on its own circumstances.The Japan M company is a comprehensive trading company for design, development,sales of components for automation equipment. With high quality, low cost and shortdelivery period as company logos, M company developed its unique catalogue direct salesmanagement mode.After over50years’ development, M company has over tens of millions products under5departments-industry automation components, electronic and electric components,consumable supplies for tools, parts for punching molds. Because of the shortage ofprocessing companies and high costs, there are few low cost competitors in Japan for thesimilar products, which made M company the No.1in view of market share in Japan.Japan M Company set up its China Branch offices in year2003and brought its salesmanagement mode to China. With its innovation for sales management mode under Chineseconditions, great success was achieved after over10years’ sales activities.The thesis mainly focuses on analysis of M company catalogue direct salesmanagement mode, reasons for its success on sales mode and improvement countermeasuresfor its management mode.