The Management Of Cross-border Sales Study

With the development and change of domestic distribution enterprise and incoming foreign giant such as Wal-Mart and Carrefour, more and more manufacturers began to realize the value of marketing channel. However abnormal behavior like cross sales adopted by some members really impairs the interest of manufacturers. Cross sale refers to the practice that commodity flows from area A to area B without approval or the practice that distributor purposely sells goods to manufacturer's customers. The dissertation aims to resolve this problem.Firstly, the passage analyzed the comprehension and the essence of cross sales. To work out the problem of cross sales, it also absorbs the theory of channel power and organization theory to analyze the relationship between manufacturer and channel members based on channel power and also searches for workable resolution. As a case study, there is one chapter particularly discussing the relationship between GEP and distributor.Of course, to fundamentally solve cross sales problem, the manufacturer must duly adjust the relationship between channel members according to the changing environment, reinforce the management of the channel member, making the relationship preoccupied not by conflict and competition but by reliance and cooperation. All this depends on whether the manufacturer acquires the leadership and is good at applying channel power.Lin feng (International Trade) Directed by: Meng yuhong...