This paper focuses on “A” company’s domestic sales strategies in China. This company, founded in Shanghai in 1999, produces high quality beer in China. At first, it sold beer to retail companies such as supermarkets, convenience stores, and Japanese restaurants. However, because of the normal business practices in China, the retail sales of the company were in deficit. Therefore, it discontinued retail sales and began to expand the business to various other restaurants such as Chinese and Korean restaurants In order to recommence sales, the company established a department of executives to respond to normal business practices in China. This department analyzes the profitability of Chinese and foreign supermarkets and convenience stores, and also works to increase sales to Japanese supermarkets and convenience stores.
