Make It Up On Volume

Kelly, Tim
October 2009
Forbes Asia;10/5/2009, Vol. 5 Issue 15, p26
The article focuses on the strategy of Sharp Corp. in selling its liquid crystal display (LCD) flat-screen televisions (TVs). The company is attempting to sell to both high-end and low-end customers, and is a winner at the high end, as the 52-inch model fits nicely in a American living room. Shinichi Niihara, head of the sales team Atom whose members teach sales representatives in China how to sell LCD flat-panel TVs, says pricing is really tough as shoppers in China want to bargain.


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