家电销售渠道的两极化（Polarization of home appliance sales channels）.docVIP

家电销售渠道的两极化（Polarization of home appliance sales channels） In November 2005, the United States Air China Marketing President Wang Jinliang, he was transferred to the office in the past two years, the success of the case, said the new general manager Gong Zhian in the professional sales chain stores channel has a strong ability to work, have not self built store practices. Whether it is self built sales network, or with home appliance chain channels, hypermarkets alliance, is now home appliance industry and society are bickering two extreme problems. How to ensure the interests of the enterprise and personal development depends on whether the sales manager has a clear and correct understanding of the channel strategy. The correct way is to spend more time to choose a method, instead of choosing a way to spend more time to modify, each hit head broken and bleeding in order to find the right direction, dont let too much time marketing manager marketing sales accounted for. Sales channel change As we think of the Haier service competitiveness, can not stay in the own shoes, dont smoke cigarette customers and other details, to study the development process and must be put in the society and the home appliance industry, about sales channels of home appliance industry changes is necessary, and the home appliance industry channel development process, and enterprises in different development the cycle of the channel, there are different approaches but equally satisfactory results. Phase one: Before 1997, the channel strategy of Chinese household appliances was mainly represented by general agents and wholesalers, namely small vendors and big distributors. Zheng Baiwen is undoubtedly one of the focus, allegedly Zheng Baiwen control at the time of more than 40 national appliance marketing network, one year sales of Changhong TV accounted for Changhongs total sales of L / 3. The second stage: self built network Tcl from the beginning of 1998, the establishment of sales branches,