Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Harvard Case Solution & Analysis

Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Case Solution

This is just an excerpt. This case is about  SALES & MARKETING

PUBLICATION DATE: October 28, 2016

Sales of the business's items were assigned to suppliers in various areas, with each supplier taking pleasure in a monopoly within that area. One concern was whether presenting competitors in between sales representatives would lead to greater sales, or regardless if local groups might co-operate and share finest practices. With each celebration catching to its own view, the dispute appeared intractable, and now suppliers from various areas were looking for a sensible option. It was time for a conference to talk about the business's channel management. Faced with such an excellent problem as a cross-border operation, how should the business continue?

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