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Philosophies of Salesforce Management in the People′s Republic of China: An Ethnographic Approach

Marketing Intelligence & Planning

ISSN: 0263-4503

Article publication date: 1 February 1992

Abstract

As the People′s Republic of China starts to adopt certain “capitalistic” concepts in its business enterprises, it would be interesting to learn how it borrows and adapts marketing techniques used in the Western world. For instance, what type of managerial philosophy is used in managing the sales function? This exploratory study attempts to depict salesforce management in China′s contemporary enterprises. Personal documentation, an ethnographic approach, is adopted as the data collection instrument. Identifies and discusses salesforce structure, recruitment, training and motivation of the Chinese enterprises. Suggests further research directions for the purpose of gaining a deeper understanding of the marketing activities and, in particular, salesforce management of China′s socialist enterprises.

Keywords

Citation

Siu, W. (1992), "Philosophies of Salesforce Management in the People′s Republic of China: An Ethnographic Approach", Marketing Intelligence & Planning, Vol. 10 No. 2, pp. 18-21. https://doi.org/10.1108/02634509210012096

Publisher

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MCB UP Ltd

Copyright © 1992, MCB UP Limited