LTFS公司中国区销售渠道建设研究

发布时间：2018-05-03 21:32

本文选题：电子元器件 + 销售渠道　；参考：《复旦大学》2013年硕士论文

【摘要】：销售渠道环节是企业获取竞争优势决定成败的一个重要战略要素。伴随这些年电子行业整体高速发展,中国电子元器件市场的竞争也愈加激烈,如何在中国市场建立适合本企业发展的销售渠道,进一步取得销售渠道的竞争优势,有效管理配置分销商渠道,都是外资电子元器件原厂迫切需要考虑的问题。 LTFS公司成立于1927年,是一家全球领先的电子元器件产品制造商,公司于上世纪90年代中期就开始在中国大陆直接投资建厂,成为最早一批入驻苏州新加坡工业园的跨国公司。经过多年的发展,LTFS公司在中国大陆市场上取得了良好的业绩,但是一些问题也渐渐浮现出来,销售渠道即是其中一个较为突出的问题。本文针对LTFS公司销售渠道存在的问题,寻找渠道优化的关键点,设计出适合LTFS的渠道模式和优化策略,针对不同的目标客户建立高效的、可控的、有适应力的销售渠道体系。本文的研究希望能够为我国众多电子元器件制造商在设计、建设和完善销售渠道建设方面提供一些有益的思路和借鉴。
[Abstract]:Sales channel is an important strategic factor for enterprises to gain competitive advantage. With the rapid development of the electronics industry as a whole in recent years, the competition in the electronic components market in China has become increasingly fierce. How to establish a sales channel suitable for the development of this enterprise in the Chinese market so as to further obtain the competitive advantage of the sales channel, The effective management and allocation of distributor channels is an urgent problem for foreign electronic component manufacturers to consider. Founded in 1927, LTFS is a leading manufacturer of electronic components in the world. It began to invest directly in mainland China in the mid-1990s and became the first multinational company to enter Suzhou Singapore Industrial Park. After years of development, LTFS has made good achievements in the Chinese mainland market, but some problems have emerged gradually, and the sales channel is one of the more prominent problems. Aiming at the problems existing in the sales channel of LTFS Company, this paper seeks for the key points of channel optimization, designs the channel mode and optimization strategy suitable for LTFS, and establishes an efficient, controllable and adaptable sales channel system for different target customers. This paper hopes to provide some useful ideas and references for many electronic component manufacturers in designing, building and perfecting the sales channel construction in China.
【学位授予单位】：复旦大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F416.6;F274

【共引文献】