Research On Channel Customer Management Of L Company In China

Channels to the customer is a very important in the field of global business groups, channel positioning, selection is accurate, of the proper management and reasonable for the rise and fall success or failure of an enterprise plays a vital role. How to manage customer groups or manage the channels, for foreign enterprises in China, due to culture, background, history, language,cultural environment, living habits, etc. There is a very big differences, leading to the development of foreign enterprises in China will face more than domestic enterprises more difficult. Therefore, foreign companies and local channels of cooperation is very important, while foreign companies do a good job in the channel management in China is Paramount.L co., LTD. Is a native of local companies in the United States. Company is mainly engaged in research and development, the chip and the software involved in the game, aerospace, medical, geological exploration, industrial manufacturing, education and so on. In 2015 L company on the basis of the global strategic target for China's business development and put forward new and higher requirements. With high standard goal plan is put forward, there has been a new channel customer management problems, needs to be more professional more strict refinement management and requirements.In this paper, based on the channels in the channel work, channel design,channel conflict, channel incentive and 4 p / 4 c channel customer management theory, at the same time with the help of related analysis tools L companies at present are analyzed in detail in the present situation of the channel customer management, and find out the real problem, and then targeted to each main problems put forward the corresponding new solutionsto solve these problems, the how to avoid because of foreign enterprises in China "and" bad for both sides of the effects of, can let the foreign enterprise smooth development oneself at the same time to better prepare for the Chinese national service, can make the L company is likely to have a bigger market share in China, have a better development. At the same time the significance of the results of this study is that in addition to the benefits of L company itself, also hope to be able to to other companies in China and even domestic various types of enterprise development should be a good reference, for the development of China's domestic companies added a meaningful.