The Sales Channel Study Of Avon (China) Limited Company

The sales of cosmetics has its own features different from the sales of the other fast consumables, even though there exist some common characteristics between them .It is important for a business to adopt the different sales strategy to best satisfy its product orientation and operation models.This paper attempts to probe into the problems of the sales channel strategy for the cosmetics market in China by focusing typically on the analysis of 13-year's business operation by Avon(China) as a case. With his deliberate combination of the Chinese cosmetics market analysis, many years' working experience, and personal theoretical study over the 3-year MBA learning, The author is trying to present his proposals to solve the problems.The Paper consists of 5 chapters.Chapter 1 introduces the function of Sales Channel and its relationships with product, SP, pricing and customer's purchase behavior, the trend for the future development of sales channel for Chinese cosmetics markets.Chapter 2 presents the research on the current cosmetics market competition in China.Chapter 3 briefs the business development of Avon(China) for the last 13 years in China, and its influence from the China's economic policy change.Chapter 4 focuses on analyzing of sales channel strategy of Avon(China),and further research on the company's strategic success, problem and the solutions.Chapter 5 will be the summary for the whole paper with the conclusion that the sales channel strategy of Avon(China), as the whole, proved to be a success.