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HITACHI TO REORGANISE SALES ORGANISATION INTO A DISTRIBUTORSHIP ORGANISATION

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.

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