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dp公司分销渠道改进对策分析word格式论文.docx

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dp公司分销渠道改进对策分析word格式论文

The Improvement Strategy of DP Company’s Sales Distribution ChannelAbstractanalyses case of distribution channel management in DP Company in PPE industry. Analyze current distribution channel management strategy, to find the related existing problems, and analyzes the reasons for the problems, and to put forward countermeasures for relevant problems.Analysis of the distribution channel management of DP Company’s case, can offer solutions for the author’s own working practice, and also provide reference in distribution channel management for other PPE industry practitioners.Key words: Sales distribution channel, PPE market, Channel improvementWrittenby ZHU Yanhua Supervised by ZHONG XudongIII目录第一章绪论······················································································ 1一、研究背景 ·············································································· 1二、研究的目的和意义 ·································································· 1三、研究的内容和方法 ·································································· 2 第二章分销渠道管理理论及文献综述 ····················································· 3 一、分销渠道管理理论 ·································································· 3（一）分销渠道的内涵····························································· 31、分销渠道的概念和职能 ·················································· 32、分销渠道的类型 ··························································· 33、影响分销渠道的因素 ····················································· 4（二）分销渠道管理过程·························································· 51、分销渠道成员选择 ························································ 52、分销渠道成员激励 ························································ 53、分销渠道成员冲突 ························································ 64、评价及改进分销渠道 ····················································· 75、分销渠道合作关系 ························································ 7二、有关分销渠道管理的文献综述···················································· 9（一）有关西方分销渠道管理的文献综述 ···························