| With the development of information and communication technology,the demand for ICT(Information and Communication)products is increasing,and the ICT industry is increasingly becoming an important part of the national economy(Technology).In the domestic market,the sales of ICT products are mainly dependent on the dealer network at all levels,the sales channel is efficient and orderly direct impact on the market performance of ICT products.Under the guidance of the relevant channel management theory,this paper mainly studies two aspects from the perspective of H company's market management department of W company.First,the H market in the province of ICT conducted a comprehensive combing,clear the regional market for each ICT manufacturers market distribution.the second is the W company in recent years in the H province market channel management strategy to review,to help W company to understand its ICT market in Province channel status.First of all,this paper finds out the existing in the H market W dealer Cuanhuo,price war,vicious competition,unlimited lower prices,weak growth in sales and other problems;then,this article from the introduction,promotion,channel management;finally,this paper puts forward the corresponding countermeasures,namely the introduction of new dealers,rich channel incentives,clear channel conflict management principles,strictly crack down Cuanhuo and improve channel management system,and to guarantee the implementation of the corresponding supporting.In addition,this paper also discussed how to manage these ideas from the channel management theory into the relevant business process,hoping to help more widely promote these theories,to other similar business industry certain theoretical guidance,help them to better carry out the channel management,to provide better service for the development of enterprises a similar industry.This paper follows from the reality to the theory,and then back to the real ideas to analyze and study the research achievements obtained in the case of W company based on more scientific,on W's recommendations maneuverability. |
