Hitachi Ltd is to reorganise its small and medium-sized computer sales organisation, which until recently has relied on direct sales, into a distributorship organisation to get third parties to share some of the marketing costs of lower-coupon items: as part of the reorganisation, Hitachi has improved its education programme for software engineers, with two aims – to increase the importance of indirect sales, and to increase the number of packages available, and thus reduce the load on its expensive software engineering force.
HITACHI TO REORGANISE SALES ORGANISATION INTO A DISTRIBUTORSHIP ORGANISATION
