S公司工业领域渠道管理优化研究-工商管理专业论文.docxVIP

PAGE PAGE VI 摘 要 随着中国经济的快速发展，越来越多的跨国公司走进了中国市场，在全球竞 争中寻找他们新的经济增长点。而在我国，受市场经济的影响，传统的销售方式 已经不能完全适应社会的发展趋势。随着工业企业竞争的加剧，越来越多的企业 逐步将将整的焦点转向销售渠道，从而使得渠道的作用变得越来越重要。而企业 渠道建设不仅仅要从企业自身实力与市场需求状况出发，更应该注重对渠道自身 运行效率的考虑，这些都直接或者间接地影响着渠道的优化程度。 本文以 S 公司工业业务领域渠道管理作为研究对象，通过对其实际情况进行 系统深入的分析，找出存在的问题与弊端，然后为其渠道管理的完善提出相应的 优化方案。 本文希望通过理论与实际相结合的研究方式，对我国工业自动化企业在其渠 道管理方面起到一定的借鉴作用。 关键词：工业自动化，渠道管理，分销商，授信管理，评估体系 Abstract With the rapid development of Chinas economy, more and more multinational companies join into the Chinese market, looking for their new growth point in global competition. In China, affected by the market economy, the traditional way of marketing has not fully met the trend of development. As industrial enterprises increased the competition, more and more enterprises will gradually shift the focus of the entire sales channel in order to make their channel becomes increasingly important role. Meanwhile, the channel construction does not only from the point of view of their own strength and market demand, but also focus on their operational efficiency, which directly affects the degree of channel optimization. This thesis will take the distributor management department of S company as the object of study, and detailed analysis the channel model and channel management. Through the above analysis shows that problems in channel management, and provide the optimization solutions in order to better manage the channels and solve the above problems in channel management. This thesis, which intends to combine theory and practice through research, is critical for automation of industrial enterprises in the construction of channel management guide and reference of theoretical reference. Keywords ： Industrial Automation, Channel Management, Distributor, Credit Management, Evaluation System V VII 目录 HYPERLINK \l _bookmark0 第一章 绪论 1 HYPERLINK \l _bookmark1 1.1 研究背景 1 HYPERLINK \l _bookmark2 1.2 研究目的及意义 1 HYPERLINK \l _bookmark3 1.3 论文结构 2 HYPERLINK \l _bookmark4 第二章 S 公司工业领域营销环境分析