The Research For Regulating Strategy Of Sales Channel

Shanghai Frontier Computer Systems Co.Ltd.(SFCS) is a typical small scientific enterprise. During the past tens of years development, SFCS has undergone many frustrations and difficulties, and also tasted the joys of successes. As the increasing improvement of macro environment, it becomes an austere task for SFCS management to design effective strategy to walk out from operating difficulties when it is facing the new opportunities of development.As the decision-maker of SFCS, in this paper, I will analyze scientifically the Strength, Weakness, Opportunities and Threats (SWOT) of the company with the knowledge and theories learnt in MBA courses. Based on this SWOT analysis, I will make the transition strategy for the company and thus raise the detailed product marketing proposals.There are two parts in this paper. Part One first discusses shortly the situation of Domestic information, then discloses deeply the analysis of the history and current problems, the development opportunities and obstacles of SFCS. and then analyzes the competitive advantage of Jinshan Security Products by using the Principles of Porter's 5 competitive competence After that, the paper selects the development strategy of SFCS through SWOT Analysis Models, that is, to focus on the Network Security as SFCS's another core competitive competence and explore the new business via agent sales of Security Products.Part Two first introduces various of theories and methods of product agent sales, then provides the analysis of the sales strategy of Jinshan products through past several months of trial sales data, , and finally determines the sales models of different series of Jinshan Products through exact positioning and differentiatation.There is a summary of the paper in the end. I hope the analysis of SFCS will be useful for the development of other small scientific enterprises.