Management strategies sales

As a result, compared with Figure 9.3, under the same uncertain environment and managing strategy, the international sales strategy influences the performance. International sales strategy at a high level is better (improves 9%) than at a low level. 

Value chain management is the integration of demand, supply and value decisions from sales to procurement using strategy, planning and operational processes. 

Management must develop a clear and consistent corporate perspective for China. This should start with a dear vision on strategic priorities based on the opportunities and threats, and should include growth and sales share targets. The vision then translates into an investment strategy - specifically deciding on whether to build or whether to acquire. 

With the capital needs calculated, it is now necessary to determine what profit (if any) the plant will make. It is assumed that the project is to be implemented as a result of some sound market research that might have shown an appropriate need in the marketplace. This research might also have shown what the plant capacity should be, and should have given guidance as to the likely sales price for the product - although this will normally be a management decision based upon the market entry strategy. An established product will probably have to go in at a discount on the present market price while a new product may be able to be priced on a cost-plus-reasonable-profit basis. 

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