Research Of Eaton Powerware Corporation's Sales Channel

Firstly, this paper gives a summery of sales channels'strategic orientation and value in the whole sales policy, Generalize channels'modes and function. Secondly, work over these questions, such as channel development, channel management, channel evaluation base on practical circumstances, Take example for Powerware UPS corporation, analysis its actuality and development direction, put forward the ways of channel development and innovation. Then point out that the manufacturers are in face of the stress of competitive price, service, channel increment, and bring out a channel management idea, which will benefit to manufacturers, channel and end user.As Multinational Corporation, under the circumstance of native corporations getting more and more competition advantages, should how to win their markets, I can say this paper has give out a comparatively feasible mean of channel management.