A difficult choice between direct sales and sales agency : channel reform of L Medical Equipment Company /

The case describes a dilemma that L Medical Equipment Company's manager, Mr. J, faces choosing between direct sales and sales agency in the background of China's reform in the healthcare and medical equipment industry. The case aims to help students understand the differences between direc...

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Bibliographic Details
Main Authors:	Liu, Gang, active 2016 (Author), Zhang, Caijing (Author), Lei, Yun, active 2016 (Author)
Format:	eBook
Language:	English
Published:	London : Renmin University, 2016.
Series:	SAGE Business Cases.
Subjects:	Direct selling > Case studies. Vente directe > Études de cas. Direct selling. Electronic books. Case studies.
Online Access:	Connect to the full text of this electronic book

Description
Summary:	The case describes a dilemma that L Medical Equipment Company's manager, Mr. J, faces choosing between direct sales and sales agency in the background of China's reform in the healthcare and medical equipment industry. The case aims to help students understand the differences between direct sales and sales agency and therefore better comprehend the complexity of channel reform in the business world.
Item Description:	Originally Published InLiu, G., Zhang, C., & Lei, Y. (2016). A Difficult Choice between Direct Sales and Sales Agency: Channel Reform of L Medical Equipment Company. Beijing, China: Renmin University Business School.
Physical Description:	1 online resource.
ISBN:	9781529762532 1529762537