| In the era of3G, channel contention becomes more and more fierce, service hall class of entity channel is one of the big investment proportion, the most comprehensive channel among the telecommunication operator’s channel construction.How to build scientific, reasonable entity channel effectiveness evaluation method, and use the method to do some work such as correcting judgment, combing entity channels, integration, transformation, optimization, human resource allocation, etc,so as to realize the meticulous management of the entity channel, formed related standards to improve entity channels’s value and Performance comprehensively has become one of the important problem to China Telecom and all other telecommunication operators.This paper starts from the present situation of Xiangtan Telecom’s entity channel sales and service capabilities, analyzes the current situation of performance management of the channeland the influence factors of xiangtan telecom’s entities channel Performance deeply, Then by using the Balanced Scorecard (BSC) and AHP (AHP method) combined method to construct Performance evaluation model of the entity channel, through the expert scoring and actual data into the Performance evaluation,The performance of Xiangtan telecom’s five physical channels was evaluated accurately and scientificly,according to the evaluation results, analyzed relevant strategies to improve the effectiveness of entity channels in current competition situation. through the three aspects of the implementation of the vertical integration of intensive management, market transformation strengthening entity channels experience, perfect the policy function of packaging and promotional organization, to promote the Performance of Xiangtan Telecom entity channel.This paper provide a practical application method for communications and other industries such as banking and electricity operators how to maximize the value and role of entity channels. |
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