Sales representation

China Market Partner / Commercial brief

Develop a commercial pipeline, not just a contact spreadsheet

Sales representation is an ongoing commercial process: selecting suitable accounts, preparing the offer, reaching decision makers, qualifying interest and coordinating next steps. Reporting should distinguish researched targets, contacted companies, active conversations and qualified opportunities.

Illustrative deliverables

Activities are tailored to the product, target customer and agreed deliverables.

• 01Buyer outreach and opportunity qualification
• 02Pipeline reporting and sales coordination
• 03Target-account outreach plan
• 04Qualified opportunity notes
• 05Pipeline follow-up summary

Questions this work should answer

• Can you identify a specific buyer and use case?
• Can you explain why that buyer would choose this product?
• Can you explain delivery, warranty and after-sales responsibilities?

What to send for a proposal

Share a current catalog, differentiators, pricing guidance, technical support capabilities and preferred customer types.

References: U.S. International Trade Administration — China: Distribution and Sales Channels ↗