俄罗斯木炭公司SIBERIAN WOOD TECHNOLOGIES的销售渠道设计
发布时间：2024-02-16 06:50
企业旨在通过竞争优势创造价值,以实现可持续发展。并以适当调节内部环境为代价来适应外部环境,这种调节可以通过建立可靠的管理系统(包括销售管理系统)来实现。而由于销售可以保障企业的持续发展,因此对于企业而言非常重要。可以说,适当的销售渠道是确保企业在市场销售产品的关键因素之一。但由于企业的潜在市场不仅局限于本地市场,还往往涉及国外市场,这就导致可为企业带来更多好处收益的同时,令企业的运作更加复杂。其中之一就是如何在东道国建立适当的销售渠道以出口企业的产品。本文探讨了俄罗斯伊尔库茨克的企业SIBDREVTECH开展木炭业务的案例。对该企业现有业务研究表明,在市场进入初期,由离岸公司和中国进口商参与的方式是最可行的销售渠道,而相关业务启动的最终决策与消费者对产品质量的测试有关。
【文章页数】：185 页
【学位级别】：硕士
【文章目录】：
摘要
Abstract
Chapter 1 Introductions
1.1 Background and Statement of the Problem
1.2 Purpose and Significance of the Study
1.3 Assumptions, Limitations, and Delimitations
1.4 Summary
Chapter 2 Literature Review
2.1 The Concept of Sales Channel
2.1.1 Definitions
2.1.2 Channel Types
2.1.3 Channel Building
2.1.4 Integration
2.1.5 Channels and Export
2.2 Strategies for Intermediaries in a Sales Channel
2.2.1 Strategies and Functions
2.2.2 Relations among Intermediates: Competition and Partnership
2.2.3 Building Partnership According to Experts
2.3 Customer Relationship Management in a Sales Channel
2.3.1 The Concept of CRM
2.3.2 The Place of CRM in the Sales Channel
2.4 Value Chain and other Instruments of Strategic Analysis
2.4.1 The Essence and the Structure of Value Chain Model
2.4.2 Value Chain Model as a Dynamic Instrument
2.4.3 Other Tools for Analysis
2.5 Summary
Chapter 3 Methodology
3.1 Introduction to the Analysis Framework
3.2 Data Collection and Analysis
3.3 Summary
Chapter 4 Research Findings and Discussion
4.1 Findings
4.1.1 World Market of Wood Charcoal
4.1.2 The Russian Market
4.1.3 The Chinese Market
4.1.4 Russian Legislation
4.1.5 Import of Wood Charcoal to China
4.1.6 Cultural Factor in Business Communications
4.1.7 Short Information about the Company
4.1.8 Product Features
4.1.9 Technology
4.1.10 Standards for Charcoal in Russia
4.1.11 Main Features of Charcoal Business
4.1.12 The Study of Consumers
4.1.13 The Study of Intermediaries
4.2 Discussion
4.2.1 Market data
4.2.2 Estimation of the Resource Base
4.2.3 Value Chain Analysis
4.3 Suggested Solutions
4.4 Plan of Implementation
4.5 Summary
Chapter 5 Conclusions
5.1 Summary of Findings
5.2 Discussion and Results
5.3 Suggestions for Future Research
5.4 Summary
References List
Appendix The economic plan of expenses and income of the company SIBDREVTECH for a month
Acknowledgements
本文编号：3901010
【文章页数】：185 页
【学位级别】：硕士
【文章目录】：
摘要
Abstract
Chapter 1 Introductions
1.1 Background and Statement of the Problem
1.2 Purpose and Significance of the Study
1.3 Assumptions, Limitations, and Delimitations
1.4 Summary
Chapter 2 Literature Review
2.1 The Concept of Sales Channel
2.1.1 Definitions
2.1.2 Channel Types
2.1.3 Channel Building
2.1.4 Integration
2.1.5 Channels and Export
2.2 Strategies for Intermediaries in a Sales Channel
2.2.1 Strategies and Functions
2.2.2 Relations among Intermediates: Competition and Partnership
2.2.3 Building Partnership According to Experts
2.3 Customer Relationship Management in a Sales Channel
2.3.1 The Concept of CRM
2.3.2 The Place of CRM in the Sales Channel
2.4 Value Chain and other Instruments of Strategic Analysis
2.4.1 The Essence and the Structure of Value Chain Model
2.4.2 Value Chain Model as a Dynamic Instrument
2.4.3 Other Tools for Analysis
2.5 Summary
Chapter 3 Methodology
3.1 Introduction to the Analysis Framework
3.2 Data Collection and Analysis
3.3 Summary
Chapter 4 Research Findings and Discussion
4.1 Findings
4.1.1 World Market of Wood Charcoal
4.1.2 The Russian Market
4.1.3 The Chinese Market
4.1.4 Russian Legislation
4.1.5 Import of Wood Charcoal to China
4.1.6 Cultural Factor in Business Communications
4.1.7 Short Information about the Company
4.1.8 Product Features
4.1.9 Technology
4.1.10 Standards for Charcoal in Russia
4.1.11 Main Features of Charcoal Business
4.1.12 The Study of Consumers
4.1.13 The Study of Intermediaries
4.2 Discussion
4.2.1 Market data
4.2.2 Estimation of the Resource Base
4.2.3 Value Chain Analysis
4.3 Suggested Solutions
4.4 Plan of Implementation
4.5 Summary
Chapter 5 Conclusions
5.1 Summary of Findings
5.2 Discussion and Results
5.3 Suggestions for Future Research
5.4 Summary
References List
Appendix The economic plan of expenses and income of the company SIBDREVTECH for a month
Acknowledgements
本文编号：3901010
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