Cooperating Research On Direct Sales And Distribution Model Of Fuji Xerox

Xerox, as the inventor of copiers, enjoys extremely high reputation in the world. The Xerox direct sales model, which also has been preserved in Business Administration Course of Harvard University, is considered as the most proud of sales management.While Xerox entered China in the mid90s, these actions between direct sales and distribution were put into practice but not achieved, and then, after summarized management strategy and direction in china, it was proposed by Fuji Xerox that direct sales and channels had been implementing simultaneously.Followed on the above background, basing on territory theory, we elaborate the definition of territory, its function and division principle. According to Fuji Xerox territory division, new sales conclusion were made in china:Direct sales on major city to expand company customer, improve Fuji Xerox brand reputation and increase profits; however, non-major city, channels and distributions agent would be emphasized on non-major cities to develop marketing coverage and enhance local service.In order to demonstrate effectively that direct sales and channels implementing simultaneously would put complementary strengths into full play in the marketing, these methods including comparison, evaluation and graphic adopted, and by analyzing advantages and disadvantages between direct sale and channels, even under territory management, direct sales team establishment, team motivation, channels selection and the future trends and so on.Researches on OA industry sales model were relatively less than others in current literature, so we hope opinions in this article could be practical or useful for OA industry and could have reference for similar industry on sales strategy.