The Analysis Of South-East Motors Sales Channels

With the change from planned economy to market economy, especially after the entrance to WTO(World, Trade , Organization), as the largest potential vehicle market hi the world, china has already become the competition city of the big foreign vehicle companies.The foreign vehicle companies not only drive them advanced cars into our market, but also will bring us comparatively mature sales ideals and sales approaches .In front of such powerful competitors, domestic vehicles producers must enhance their competitive abilities improve the hardware equipment as well as the ability of the market management of themselves.As an important content and outer resources of market operation of enterprises, the construction and management of sales channels have already become the critic strategy of domestic vehicle companies. Although at present our domestic vehicle companies have established their own sales channels and make a control of them, they are still short of the control of them, they are still short of the guidance and espieierence in management. It seems very young and weak in comparison with the plentiful theories of sales channels construction and several decades' experience of management of foreign vehicle companies. Our vehicle companies will be inferior to other foreign competition in the competition. So how to establish the scientific and efficient management mode of sales channels becomes one of the important problems with which domestic vehicle producers are faced.Through borrowing from the advanced foreign theories and combining with theexperience of domestic companies in the construction of sales channels and management. I hope that I can find the mode of sales channels management system with Chinese characteristics. This essay in followed by the sales channels management system of South-East Motors and will analyze and explain in the following four aspects:1 .Several phrases and existing problem in choosing the sales mode by South-East Motors.2.To analyze several problems as follows: The choosing of sales channels members, the dividing of sales channels stages, the resolution of sales channels conflicts, the establishing of prices system, the construction of service system in the future.3.To analyze the advantages and disadvantages the 4 popularly used sales modes such as buying-off system, sales system, assistant sales system and together with the actual condition of South-East Motors sales channels management system, I make sure that assistant sales system will be the future sales channels management mode and development direction of South-East Motors.4.To resolve the present existing problems in sales channels management system of South-East Motors by the way of assured undertaking assistant sales system.Through the analysis of South-East Motors sales channels and the conclusion of its experience, we can find a set of management modes of vehicles sales channels, which is suitable for china by the direction of development of assistant sales system.