Distribution

Author: Li Xiangguo
Publisher:
Publish Date: 2003-01-01
Features: Do you want to surpass your competitors? Do you want to become a channel leader? Do you want to create market sales miracles? This book will undoubtedly become your powerful weapon! It is a comprehensive and systematic work that elaborates on corporate distribution strategies and practices under the new economic situation. It primarily provides corporate distribution solutions from three aspects: distribution channel planning, distribution method selection, and distribution channel management. It offers strategic guidance methods for businesses to seek, develop, and integrate distribution channels, which is of great significance for establishing customer relationships, creating competitive advantages, and improving sales performance. Distribution is like the lifeline of a company's survival and development. Those who can create distribution networks and master channel members will hold the key to their future. How to formulate channel strategies? How to design channel hierarchies? How to establish channel relationships? How to implement channel policies? How to select dealers? How to utilize sales agents? How to develop franchising? How to open chain specialty stores? How to conduct direct marketing? How to design online distribution? How to secure an international market? How to manage channel processes? How to select and motivate channel members? How to evaluate channel performance? How to resolve channel conflicts? How to monitor the market? How to address gray market sales? How to integrate channels? Distribution is a major issue related to the survival and development of a company. However, it is also a topic that has been studied the least in the marketing field of domestic theoretical research. This book aims to make contributions in this area. It comprehensively and systematically elaborates on the theory and practice of corporate strategic distribution. The book is divided into three parts. Part 1: Distribution Channel Planning. This is the primary task of channel managers and is primarily elaborated on from four aspects: formulating channel strategies, designing channel hierarchies, establishing channel relationships, and formulating channel policies. Part 2: Distribution Method Selection. There are various distribution channels, and businesses should select one or more to distribute their products. It mainly discusses dealerships, zero-channel distribution, online distribution, sales agents, franchising, chain specialty stores, and international distribution. Part 3: Distribution Channel Management. This part primarily elaborates on the management and maintenance of channel processes and systems, including channel process management, selecting and motivating channel members, evaluating channel performance, resolving channel conflicts, and channel integration...