论销售代理制—我国企业销售代理制的优势与缺点.doc

南昌职业学院 学生毕业论文 题 目：论销售代理制—我国企业销售代理制的优势与缺 Abstract sales agents originated in the early nineteenth Century American, up to now, sales agents have been developed into a rich content of the system, and was widely used in the world. In America, relationship between most of circulation enterprises and production enterprises of the principal-agent relationship, internal USA commerce department has set up a special agency to help enterprises to seek suitable agents; sales agent in Hong Kong and Taiwan are more popular in the Taiwan area, each of the 67 companies have 34 homes are sold through sales agents products; China enter 90 age is also active in the development of sales agents. In 1995 the government industry report also clearly pointed out the need to actively develop the sales agent system, establish and improve the sales agent system will become a target of the reform of circulation system in china. The risk of price fluctuation will be borne by industrial enterprises. The sales agent system, circulation enterprises receive a commission, production enterprises revenue performance for the sales price minus the cost of production and the Commission minus tax, therefore, circulation enterprises income is relatively fixed, not subject to price fluctuations, and the risk of price fluctuation will be borne by the manufacturer, looking from the present situation of China the price fluctuation, one hand is because the circulation link layers increases too much, cause, but more from the nature is due to the imbalance of economic development, the structure of supply and demand imbalance caused by. The sales agent system can inhibit the increase circulation, but not fundamentally change the imbalance of economic development, so as to price fluctuations will be greatly. This difference affects all borne by the manufacturer. Thus the production enterprise capital takes up too much, increase the turnover is too slow and the bank interest, bring production enterprise stora