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Study on Marketing Channel Management of IT Products

Author: LiHui
Tutor: XiaYongXiang
School: Suzhou University
Course: Business Administration
Keywords: IT Products Marketing Channels Channel Management
CLC: F426.6
Type: Master's thesis
Year: 2010
Downloads: 401
Quote: 0
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Abstract


With the development of information technology, the community has increased demand for IT products, IT product sales more dependent on the patency of the entire product sales channels. As an important component of sales channel - channel distributors at all levels of the control and management is very important. In reality, due to distribution channels in various aspects to consider, and the same kinds of products, produce a variety of other dealers to compete. How to distributors at all levels of coordination and management to ensure the stability of the entire channel needs carefully analysising and researching.The author stand on a channel for IT vendor management point and talk to the dealers at all levels of management, such as the total generation, gold agents, regional strategic co-agent, two agents co-ordination and so on distribution. Describing how to effectively conduct the management and coordination of marketing channels, thus ensuring the normal sales of products at the same time, allowing channel partners to achieve steady growth at all levels, improve dealer loyalty channels, so as to maintain the product market share. Analysising the Huawei’s marketing channel structure and marketing channel management, summarized the successful experience of Huawei ,for other IT vendors ,this articlr has a strong theoretical guidance and practical reference value.

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CLC: > Economic > Industrial economy > China Industrial Economy > Industrial sector economy
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