A Study Of Marketing Channels For China Telecom

This paper is written in this logic: China Telecom classifies its marketing channels as four categorys: direct sales, stotes, e-channels and agencies. This channel model is better than previous one; however, it also has some space to improve according to modern marketing theory. The paper gives some recommendations.This paper consists of four parts:Part one gives the current situations of China telecom's channels. After briefly introducing the China telecom operating industry and China Telecom group, it describes mainly China telecom's direct sales, stotes, e-channels and agencies, especially direct sales and agencies.Part two analyzes six issues existing in China telecom's channels.Taking modern marketing theory into consideration, part three analyzes some influencing factors when optimizing China telecom's marketing channels.Finally, part four gives specific suggestions: enhancing the collaborating function of marketing departing, transferring to multi channels system, modifying each channels, sale people motivation and training.