China Petroleum And Chemical Products Unified Sales Model And Its Practice Research

In recent years, domestic petroleum enterprises have already carried on the overall diversified reorganization, reform, and has received a good result. Total sales of readymade oil, combination of inner brand, unity and combination of lubricating oil brand for CNPC and Sinopec have not only raised the popularity of the company and operation efficiency, but also improved benefit of enterprises, which has greatly strengthen profit capacity and competitive power. However, as another kind of chemical products of the petrochemical industry, because of its various types, large quantity and big product differences, two big companies have adopted different ways at the mode of sale: Sinopec still adopts already existing mode that each producing factory sells independently, while CNPC adopts the mode of centralized and unified sale. The inherent characteristics of chemical products makes it more difficult to manage selling, so that its implementation of operation of state monopoly for marketing becomes the theme to be disputed, but the operation effect in the past few years of state monopoly for marketing in CNPC has stated the success and the correctness of this behavior. This paper will analyze this selling mode, and with the combination of realization, this paper will also carry on the discussion on the problems that the selling of chemical products encountered after the entry of WTO so as to promote the innovation of selling mode of the chemical products.With the guidance of theory of marketing and with the combination of real research and example research, this paper proves the necessity of research on this project. On the basis of brief description on overview condition in the selling of chemical products and analysis on the selling environment of China petroleum chemical products, this paper puts forward the overall thinking of development for the Chinese petroleum chemical products. On the basis of summarized introduction of developing levels for unified selling mode, it analyzes the unified mode from its necessity, pluses and minuses, operation effect and problems, etc and with the analysis of related effecting factors, it put forwards the countermeasures for bettering the selling modes. In the last part, this paper sets the selling practice in Dalian Petrochemical Industry Company, and on basis of analyzing the current situation of selling practice in marketing department, it puts forwards the selling countermeasures for the marketing department of Dalian Petrochemical Industry Company.