Sales Management of the Sale of Vivicomb Into the Chinese Market Essay

Sales Management of the Sale of Vivicomb Into the Chinese Market - Essay Example They also determine how effective customer experience is. It is for this reason that Vivicom would have to give up some of its control. Web stores are revolutionising the e-retail market because they have a reach that single internet stores can only dream about (Johnson and Tellis, 2008). Therefore, a combination of direct selling through the company store will be utilised. The company will the augment these efforts by placing its products on TMall, Alibaba.com(China)- Taobao, and 360 Buy, which are all online marketplaces. Since these stores specifically target Chinese consumers, then they would be critical in the provision of services to all. It should be noted that the internet selling channel was selected because it is the basis upon which Vivicom sells its products. Aside from that, China represents one of the most untapped internet shopping markets. The country already has double the number of internet shoppers in the US, yet they only account for less than half of the Chinese population. It has been projected that internet sales will grow exponentially in the next five years. Currently, the amount of time Chinese users spend online is 3 hours daily. This is already quite promising. Furthermore, the youth and other members of this generation are quite comfortable with online shopping. Therefore, the organisation has a lead. In order to increase its presence in China specifically, it needs to target market places or online stores that are already familiar with the Chinese market. The Chinese version of Alibaba.com is already turning heads in the internet world. Organisations like Taobao and TMall also broke records by reporting some of the greatest traffic on their sites. Consumers bought$3 billion... This report stresses that customer relationship quality measures will relate to bulk buyers. Since the nature of Vivicom is such that it may not require repeat purchases, then most customers who will keep coming back are the ones who will buy a lot of the product. The method will measure the degree of customer retention achieved by sales personnel with regard to this group of people. If repeat sales occur in the organisation, then it will be indicative of success. The author of the report declares that the company will need to move beyond repeat sales and assess the extent to which customers are committed to Vivicom and whether they trust the company. This will be analysed through surveys which will determine consumers’ attitude towards the organisation. This paper makes a conclusion that the introduction of Vivicom into the Chinese market will occur through online selling from a Chinese version of the website, and through partnership with Chinese online markets like Taobao and Wealink. It will be critical to get the message across by using social media as well as print ads in key Chinese cities. The main message in advertisements will be communality, as this resonates with Chinese buyers. The company needs to have a sales force with experience in the target market and one that speaks the language fluently. With great emphasis on the value addition of the product, it is likely that it will succeed in China.