| IF Company is a Sino-foreign joint venture company of luxury car sales,with mainly taking responsibility of the sales operation of a luxury car brand in China market.This paper studies the theory and practice of domestic auto sales management and channel management as the theory guidance,with the study of IF Company channel management,to analyze the China’s auto sales market,especially in the luxury car market sales operations.Through the analysis of IF company’s channel construction and management problems after it entering the Chinese market,to find that there are some problems,such as imperfect network channel design,confusion of channel member management,channel conflict and channel innovation,in the aspect of channel construction management of IF company,and summing up the factors that causing the problems,to propose some suggestions for further improvement of sales channel management for IF Company.This paper makes a comparative analysis of the channel management mode of China’s auto market,and puts forward the proposal of channel operation management.This paper can also provide some reference and reference for the sales channel management of automobile brand in China market. |
