The Research Of Channel Management Of A Company At Centre China

Centre China electric industry grow very fast, more and more electronic companies have moved their design and manufacture to Centre China. Recently, the new economical policy of raising the central China and west-sea economic zone was supposed by China government. It enhances more electric companies to get more business opportunity of policy and financial support in Centre China. The A company sales team is getting more business and opportunity in such environment.The central thesis of A semiconductor sales area in the marketing channel environment in depth analysis to identify the channel management of the main problems is: lack of product penetration, weak channels protects competitive pressures. Then identifying the A company's products'target market should be the communications industry and industrial sectors. On this basis, the company's marketing channels should on four basic strategies: sales agents, customer classification, technical marketing and channel, win-win situation. Decisions based on the target market, first, to determine the number of regional agents and assign the agents into the company's selection appropriate channel position and location based on the characteristics of each agent. One the process of Channel operation and management, the proposed channel must first understand the needs of members and to meet the members'request as possible. This can increase the psychology market share for channel members, who will do more efforts to promote and sell product A. Also proposed the method of positive incentives can play a role in encouraging the morale of agents so that agents in an equal and harmonious environment for cooperation and coordination with A Company, and to get better job. Finally, program evaluation using the scientific evaluation of technology promotion and business in the performance of the work to ensure access and exit mechanisms for agents.Overall, Central China needs the integrated chip channel marketing management science methods to identify problems in the causes and effects of the dominant factor, and according to channel members, the actual needs of the target market channel sales to develop appropriate strategies and structures, and ultimately Channel can achieve a sound management system, allows the company to continue to provide market share, sales maintained a high growth rate.