SIPEX公司代理商管理問題的研究.pdf

1、771440槿里大學(xué)碩士學(xué)位論文(專業(yè)學(xué)位)學(xué)校代碼：10246學(xué)號(hào)：02202547151PEX公司代理商管理問題的研究系r所)：符理學(xué)院專姓業(yè)：工商管理名：余伯群指導(dǎo)教師；薛求知教授完成日期：2005年4月15日02202547i采伯群S[PEX公司代理商管理問題的研究AbstractWiththetrendofhomogeneityofproducts，pricesandadvertisements，moreandmorecomp

2、aniesfinditdifficulttowinthecompetitionbyitsproduct’sadvantagesolelySaleschannelshaveatiractedmoreattentionsthaneverandhasbecomealethalweapontosucceedHoweverasdistributorsareplayingamoreandmoreimportantrole，alotofproblem

3、salsoariseindistributionmanagementBecauseoftheinformationgapbetweenmanufacturersanddistributors，distributormanagementisveryimportantandcriticaltopreventdistributorsfromimpairingvendor’sbenefitsAimingattheexistingproblems

4、indistributionmanagementinSipexCorporation，theauthoradvisesimprovementmeasureswithsupportfromrelatedtheoriesBeginningwiththestudybackgroundandsignificanceofthethesis，relatedtheoriesinsalesandmarketingchannelmanagementisb

5、eingintroducedinthesecondchapterincludingintroductionstodifferenttypesofsaleschannelsandhowtochoosefromthem，howtomanagedistributors，andinnovationofsaleschannelsSipexCorpisthenbrieflyintroducedinChapterThree，includingdist

6、ributionStatusanditsproductsmarketingsituationinChinaChapterFouristheanalysisofSipexdistributormanagement，fromdifferentangelssuchaschoosingdistributors，incentivesystem，monitoringsystem，competingsystemandcreditsystemofdis

7、tributorsAftertheanalysisandpointingoutproblemsinSipexdistributormanagement，improvementadvicesarepresentedinChapterFive，followedbythefinalconclusionpart，inwhichtheauthornotonlysummarizethewholethesis，butalsopointsoutthat

8、SipexshouldnotsolelyrelyondistributorstododemandcreationbutinvolvemoreinthissectionandimproveitssaleschannelscontinuouslyThestudyofdistributormanagementinthisthesisisfocusedontheSipexCorporation’sactualsituationwithahope