| On January 7th 2009, the Ministry of Industry and Information Technology formally issued 3G licenses to China Mobile, China Unicom, China Telecom, and that the pattern of the mobile communications market has undergone fundamental changes. Telecommunications market has been re-shuffle:Evenly matched by a single large, these three operators have their own strengths and weaknesses. As the technical and the network have the great progress, the operators in network and marketing competition by difference competitions to homogeneity. The rivalry between operators is not only for the price, advertisement and promotion, but also for channel,which is a favorable method to develop and stabilize the market. Because channel's stability and development related to the sustainable development of the company's business, each operator has enlarged rival to good channel. As the city's market is already saturated, the development of new customers mainly from rural areas. Improving the delicacy management, network coverage and sales capabilities of channels is the key to establish an important early foothold in the village market for the future.With the channel construction level become more and more sub-dividable, the number of channels of Deqing Company will be improving day by day in the county and rural market. How to make further improvement on mobile business income of market share and the efficiency of channel, which Form a good market development and maintenance capabilities, is the most important work of channel's delicacy management. This paper, which used the latest channel sales marketing theory, combined with Deqing rural market data, researches Deqing Branch of Zhaoqing Mobile how to build up a reasonable structure of channel system in the competitive market environment and discuss countermeasure for enhancing company's competitive advantage. By taking various effective measures to further consolidate and expand the advantage of channel, which will better respond to competition. |
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