康柏公司代理部总监黄剑雄:我们一直通过代理来做销售,与代理有良好的关系。一些重要的大客户,我们有客户经理与其直接联系,介绍产品、了解需求,然后再通过代理将货销给他们。在中国,很多生意中间有复杂的人际关系,这种“关系经济”外国公司很难理得清,我们认为在满足用户需求的基础上,通过代理与我们通力配合,还是长远而有效的方式。Dell在中国属于比较新的品牌,它完全可以从新起点开始,我们很难说它就会成功,只有看它的理想份额是多少,如果最后达到了它的指标,它就成功了。不过许多事情很难用好或不好来判断,直销后产品直接送到用户手中,减少中间环节,价格可能会低,但也会 Deputy Director of Compass Company Huang Jianxiong: We have been doing sales agents, and agents have a good relationship. Some important big clients, we have a client manager to contact them directly, introduce the product, understand the demand, and then sell the goods to them through the agency. In China, there are complicated business relationships among many businesses. It is difficult for foreign companies to understand such a “relational economy,” and we think it will be a long-term and effective way for them to work with us through the agency on the basis of meeting user needs. Dell is a relatively new brand in China, it can start from a new beginning, it is hard to say that it will succeed, only to see its ideal share is what, if it finally reached its target, it succeeded. However, many things are difficult to make good or bad judgments, direct sales of products directly to the user, to reduce the intermediate links, the price may be low, but also