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帮写西班牙本科毕业论文-渠道管理与拓展实务Spain thesis channel management

日期:2018年01月15日 编辑: 作者:无忧论文网 点击次数:1867
论文价格:免费 论文编号:lw201202070949398196 论文字数:12223 所属栏目:渠道管理论文
论文地区:西班牙 论文语种:English 论文用途:本科毕业论文 BA Thesis

帮写西班牙本科毕业论文-渠道管理与拓展实务Spain thesis channel management-The channel management is that the manufacturers to achieve the goal of company of existing distribution channels for the management, and to ensure that the channel between members, the company and the channel member coordination and cooperation between the ability of all activities, to seek the significance is to maximize the long-term interests. The channel management is divided into: choose channel members, incentive channel, evaluation channel, modification channels decision-making, exit channel. Manufacturers of the distribution channels of two different degree of control, namely absolute control and low control.
1. The height control production enterprise can choose responsible for the products sales marketing intermediary type, number and distribution, and the ability to control these marketing intermediary sales policy and price policies, such control called height control. According to production enterprise of the strength and product properties, absolute control in some cases can be realized. Some of the products of large-scale production enterprise, often can do marketing network to the absolute control. Japan's Toyota motor company specialized in the Tokyo market is divided into several regional, every-region has a sales manager specializing in, business manager for the territory distributor is very familiar with, for each of the material are detailed middlemen to master. Through close contact with middlemen attention to market changes, feedback the user opinion, guarantee the middlemen continuous efforts. Absolute control of certain types of production enterprise has the very big profit, for special commodities, use absolute control maintain high price can maintain excellent quality of the products image, because if the product price is too low, can make the back channel management
The poor quality products for suspicion or is about to be eliminated. In addition, even for the general products, absolute control can also prevent price competition, ensure good economic benefit. Business can say is in recent years in China market access the miracle of a great victory. Since 1999, since the city, the area sole agency system, dense terminal market area plow turns, strictly control sales area and the terminal value, to strict promoters training and management, continually out unqualified agents, only half a year, at the county level in the national market spread out, more than 3000 outlets. 2. Low control if production enterprise is unable or don't need to the channels of absolute control, the enterprise can often be through to the middlemen provide specific to assist marketing support influence intermediary, the degree of control is lower, most enterprise control belong to this way. Low control can also be called as the control effect. This control including the following some content:  http://www.51lunwen.org/spain_area.html 

(1) to the middlemen appoints representatives. Large enterprises generally appoints representatives to management of marketing its products to personally supervised the goods in the intermediary sales. Production enterprise personnel will also give the channel member with particular help, such as help middlemen training of sales staff members, organize the sales activities and advertising design, through these activities to hold their sales trends. Production enterprise may also directly sent support middlemen, such as the popular manufacturer counters sales, the inn in inn and other forms, majority is sent by the enterprise to open.

(2) and many middlemen cooperation. Enterprise can use a variety of methods of incentive marketing net intermediary advertising goods, such as net and intermediary joint advertising, and some of the costs of the production enterprise burden; Support for business promotion, intermediary, net public relations activities; The prominent intermediary, net of performance to price, terms of preferential, impart to mi