SIPEX公司代理商管理问题研究.pdf

02202547i 采伯群 S[PEX公司代理商管理问题的研究 Abstract With the trend of homogeneity of products，prices and advertisements，more and more companies find it difficult to win the competition by its product’s advantage solely． Sales channels have atiracted more attentions than ever and has become a lethal weapon to succeed． However,as distributors are playing a more and more important role，a lot of problems also arise in distribution management．Because of the information gap between manufacturers and distributors，distributor management is very important and critical to prevent distributors from impairing vendor’s benefits．Aiming at the existing problems in distribution management in Sipex Corporation，the author advises improvement measures with support from related theories． Beginning with the study background and significance of the thesis，related theories in sales and marketing channel management is being introduced in the second chapter,including introductions to different types of sales channels and how to choose from them，how to manage distributors，and innovation of sales channels．Sipex Corp．is then briefly introduced in Chapter Three，including distribution Status and its products marketing situation in China．Chapter Four is the analysis of Sipex distributor management，from different angels such as choosing distributors，incentive system， monitoring system，competing system and credit system ofdistributors．After the analysis and pointing out problems in Sipex distributor management，improvement advices are presented in Chapter Five，followed by the final conclusion part，in which the author not only summarize the whole thesis，but also points out that Sipex should not solely rely on distributors to do demand creation．but involve more in this section and improve its sales channels continuously． The study of distributor management in this thesis is focused on the Sipex Corporation’s actual situation,with a hope that sortie of the distributor management methods will also be applicable or