Principally, the selling/buying process in China, particularly by government organizations, is handled by ‘Channel Partners’ (English translations). Channel Partners are like speciality organizations of sales representatives that have relationships with multiple suppliers (wholesalers/manufactures) and buyers

The process for a supplier/vendor to enter a market is to have a Channel Partner take-on their product and promote it amongst their buying clients

Channel Partner access includes

• Information about individual Channel Partners supplied via reports, that describe their location and area covered, background, business speciality and position in the market
• Promotions carried out by Channel Partners
  
• Invest China will assist companies wishing to market to the government purchasing organizations; with market research, promotions of their products and introductions into appropriate selling networks.

More detail is available to members