Research On The Sales Channels Management Of Shunkai Chemical Group Co.of Shanghai

Distribution channel is a valuable approach to the enterprise's products, but for the lack of channels construction, many enterprise have to be the obstruction of its development, so it must to be changed right now. This thesis analyzes present situation of Shunkai Chemical Co. and points out some existing problems. Based on the company's advantages and disadvantages, combined the industry characters, the author proposes sales channels scheme.The thesis is made up of six chapters. The first chapter illuminates the background of this title, meaning, research idea and method. The second chapter is theory comprehensive discussion. The third chapter analyzes the company status, market demand, competitive situation, then introducing the company's sales channels development, analyzing disadvantages and reasons of distribution channels, which provides reference as charnels construction and management. At last, it synthesizes these factors by way of SWOT, which as the reference of construction channels. The fourth chapter gives a general description of distribution channel. Then giving analysis of four forms of distribution channel: straight channels, company relations channels, area agencies and internet channels, and discusses some factors that affect the framework of sales channels, according the channels goal, the author designs the framework of the distribution channels for selection, and proposes the principles and methods for establishing the distribution channels and uses the emphatic factors record method to select the mainly sales channels for company. The selection principle, standard and method of the charnel members and the proposal of different distributor are given. Then the paper argues the foundation of sales team, including encouragement for the channel members, performance evaluation, channelsrevising and controlling, the distribution process of channel Cs comprehensive management for the sales channels, which is aimed to facilitate the implementing. The fifth one analyzes how to use the distribution channels of the group, and establish and manage the systems of the distribution channels, analyzes the relationship inside the channels, renew the distribution channels of Shunkai Co., how to keep the activity of the distribution channels, and than gives some advisement for adjusting the distribution channels. The sixth one is conduction. The channels management is in order to fit the practice of company, which can be reality, operation and foresight.This paper uses relative quantity and quality analytic method combines the stable and moving reorganization, founds stable and efficient distribution channels for Shunkai chemical Company, which is aimed to the company's distribution channels. The author hopes appoints and schemes be helpful for the farther development of the company's distribution channels.