The Research Of Distributor Management VJ Company Based On Sales Channel Matching Degree

This thesis introduced the basic circumstance of SMT industry. And, two main products of VJ Company, X-Ray machine and BGA rework station, were introduced in detail. Meanwhile, the position in SMT industry of these two kinds of equipments was analyzed in detail.The second, the customers of VJ Company were clarified. The types of purchasing decision making and process of each kind of customer were analyzed in detail. The features of decision making of each kind of customers were clarifiedThe third, the distributor's action behaviors of VJ Company were setting in 10 dimensions. Every dimension of each distributor was assessed with numbers.Finally, the suggestion for distributor management was obtained after the matching degree analyzing for distributors and customers with all quantified analysis result integrated. The matching degree analysis model and application method for other enterprises'reference were provided also.