山东某饲料公司销售渠道分析 毕业论文.doc

Abstract Feed industry is planting and breeding of contact between the aquaculture industry, animal husbandry foundation. In the next few years, China animal husbandry modernization into accelerating period, feed industry ushered in the new development opportunity. Hefeng group was founded in April 1995, after 16 years of unremitting efforts, has been transformed from a self-made technology-based entrepreneurial companies to grow for Chinese famous, on the stage in the global feed industrys most influential large-scale enterprise group. Jining Hefeng animal husbandry Co., LTD as Hefeng group branches, founded in 2009, the main business of inexpensive materials pig production and sale of work, the company mainly USES is the distribution system sales mode. With the development of economy, jining Hefeng enterprise in sales situation and management gradually exposed some of its drawbacks. This article mainly discussed are jining between departments cooperation consciousness Hefeng company insufficient, channel conflict, operation cost and high against the company sales status quo management Suggestions, such as: the company between departments enhance cooperation consciousness, strengthen the channel conflict management, sales personnel for scientific management, etc. Through in-depth market research, hope to make them recognize ignore sales channel construction and management, thus seriously harm proceed systematically the construction and management of sales channels. Keywords: feed industry, jining Hefeng, sales channels 目 录 1．引言 1 2．销售渠道的基本内涵 2 2.1销售渠道的定义 2 2.2销售渠道的主要模式 2 3．济宁某牧业有限公司的销售渠道基本情况 2 3.1某牧业股份有限公司简介 2 3.2济宁某牧业有限公司的基本销售渠道 3 4．济宁某公司销售渠道存在的主要问题 4 4.1销售渠道结构不合理 4 4.2渠道冲突问题 4 4.3运作成本过高 4 4.4销售团队稳定性不够 5 4.5渠道拓展能力差 5 5．济宁某公司拓展销售渠道的几点建议 5 5.1缩短销售渠道 5 5.2加强渠道管理 6 5.3降低销售渠道运作成本 6 5.4科学管理销售人员 6 5.5拓展新型的销售渠道 7 参考文献 9 Abstract 10 1．改革开放以来，我国养殖业年均增长率为11.92％，而同期饲料产量的年均增长率仅为9.36％3．某牧业股份有限公司创立于1995年4月，历经十五年的不懈奋斗，已由一个白手起家的科技型创业公司成长为中国驰名、在全球饲料工业舞台上颇具影响的大型企业集团。目前，某集团在国内外