Analysis Of Semiconductor Components Channel Sales Management

Chinese annual average growth rate of GDP is more than 11% in the past 5 years. Electronics and IT industry grow even better, they are key ingredients of GDP now. Semiconductor component acts as a basement of such industries, it is engine to drive the growth.The paper focuses on channel sales strategies research of multinational semiconductor company, analyzes the selection, stimulation, tracking, assessment and conflict management of local and global distributors. Besides, it reveals the current living status of these integrated circuit(IC) distributors, describes the difference between local distributors and global players, tells us cooperation and competitiveness relationship between suppliers and distributors as well as several trends of IC agency industry.Take channel sales of F company as an example, the thesis points out several key problems in the chip vendors'distribution system, indicates relevant improvement measures and tell us the result. It is good reference for local IC suppliers to improve themselves. As for the domestic IC industry, all silicon suppliers must increase the investment heavily in possessing own core IP, make transition from made in China to created in China.