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SATURDAY, APRIL 13, 1991
ACCORDING TO STATISTICS COMPILED BY THE GENERAL AGREEMENT ON TARIFFS AND TRADE. HONG KONG WAS THE WORLD'S 13TH LARGEST EXPORTER AND 17TH LARGEST IMPORTER OF COMMERCIAL SERVICES IN 1989. THE RELATIVE CONTRIBUTION OF THE SERVICES SECTOR TO OUR GROSS DOMESTIC PRODUCT HAD BEEN INCREASING STEADILY OVER THE YEARS AND NOW STOOD AT ALMOST 70 PER CENT.
"IN THE AREA OF TRADE IN SERVICES, WHERE MEASURES OF QUALITY AND VALUE FOR MONEY ARE OFTEN LESS TANGIBLE THAN FOR TRADE IN GOODS, SALES AND MARKETING PLAY AN EVEN MORE IMPORTANT PART IN DETERMINING SUCCESS IN WINNING CUSTOMERS," MR CHAN SAID.
"OF COURSE, ALL OF YOU KNOW THE IMPORTANCE OF SALES AND MARKETING WITHOUT MY TELLING YOU ABOUT IT.
"YOU MUST ALSO KNOW THAT, ALMOST WITHOUT EXCEPTION, MARKETS ARE BECOMING MORE AND MORE COMPETITIVE, AND POTENTIAL BUYERS MORE AND MORE DISCERNING.
"IRONICALLY ENOUGH, THIS PHENOMENON IS AT LEAST PARTLY THE RESULT OF MORE SUCCESSFUL SALES AND MARKETING EFFORTS BY OTHER SELLERS IN THE SAME MARKETS," HE SAID.
IT WOULD TAKE A GREAT DEAL OF EFFORT TO STAY AHEAD OF THE GAME IN SUCH CIRCUMSTANCES.
MANUFACTURERS OF GOOD? AND PROVIDERS OF SERVICES WOULD CONSTANTLY HAVE TO SEEK TO UPGRADE THE QUALITY OF THEIR PRODUCTS WHILE KEEPING THEIR COSTS AND PRICES AT COMPETITIVE LEVELS.
"THIS WILL REQUIRE, AMONG OTHER THINGS, THE ADOPTION OF NEWER TECHNOLOGIES AND OTHER MEASURES TO ENHANCE PRODUCTIVITY, AS WELL AS SUSTAINED EFFORTS TO IMPROVE PRODUCTION AND QUALITY MANAGEMENT, MR CHAN SAID.
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"SALES AND MARKETING PEOPLE WILL CONSTANTLY HAVE TO SHARPEN THE QUALITY OF THEIR SERVICE. INCLUDING THE ABILITY TO IDENTIFY AND GRASP NEW BUSINESS OPPORTUNITIES, AND TO DEVISE INNOVATIVE APPROACHES TO NEW MARKETING SITUATIONS.
"THEY WILL HAVE TO REACH OUT MORE INTO THEIR MARKETS AND TRY TO ANTICIPATE, OR BETTER STILL CREATE, CUSTOMER DEMAND AND NOT WAIT FOR THE DEMAND TO MAKE ITSELF FELT.
IN
"THE GOVERNMENT ALSO HAS AN IMPORTANT ROLE TO PLAY PROVIDING APPROPRIATE SUPPORT TO THE BUSINESS COMMUNITY WHERE SUCH IS NEEDED.
"THE GOVERNMENT IS WELL AWARE OF ITS RESPONSIBILITY. MANY OF OUR POLICIES ARE AIMED AT CREATING AND MAINTAINING THE SORT ОР ENVIRONMENT IN WHICH PRIVATE ENTERPRISE CAN OPERATE FREELY AND PROFITABLY.
"OUR RECORD HAS SHOWN THAT, HAVING PROVIDED THAT SORT OF ENVIRONMENT, THE BEST AND WISEST THING THE GOVERNMENT CAN DO IN MANY CASES IS TO LEAVE THE REST TO PRIVATE ENTERPRISE AND STAY OUT OF THEIR HAIR.
"BUT THERE ARE SOME THINGS THAT CAN BE DONE MORE OR PERHAPS EVEN ONLY, BY THE GOVERNMENT.
EFFECTIVELY,
"ON THESE, THE GOVERNMENT IS COMMITTED TO DOING ITS
BEST," MR
CHAN SAID.
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