Strategic customer development in China

Abstract

With a population of 1.2 billion people, the People's Republic of China will be a driving economic force in the 21st century. This article will provide examples of the pertinent issues in any strategic customer development effort in China and discusses current sales, marketing and strategic customer development opportunities in China. The article is based on the author's visits and interviews at corporations and organizations including Motorola's offices in Tianjin and Beijing as recently as June 1996 and on the authors survey of various corporations and organizations conducting business in China and other global markets.