| In today's world, the development of information technology industry is very fast. And represented by integrated circuit components, the electronic components industry is the foundation for the development of the information technology industry. The Integrated circuit components are the most important part of electronic devices, shoulder the computing, storage and other functions. Their application range covers almost all areas of civil and military industry. They are the core part of the circuit board, just like the human brain, without them, our electronic equipments will not be able to work.In China,benefitting from the booming development of 4G communication network, mobile payment, information security, automotive electronics, intelligent household and other fields, our integrated circuit industry is currently in the high-speed development period. And at the policy level, the integrated circuit industry has also gotten our government's strong support. According to the national integrated circuit industry fund investment plan, investment in 2015 reached 20 billion yuan, and from 2016 to 2017,in the two years, China will respectively invest 24 and 36 billion yuan. Combined with national development bank and the participation of local industry fund, in the next few years,the integrated circuit industry in capital spending is expected to reach nearly billions of yuan, all of these will strongly push China's integrated circuit industry forward rapidly.At present, benefitting from continuous growth of the electronic market, the national industrial policy support, the industrial chain transfer. industry merger and acquisition,China's electronic components industry is developing rapidly, and it is expected to enter the golden development period in the near future. However, due to IC industry in China starts late, the relevant companies are relatively weak, so they usually have some problems,such as the ability of integrated circuit design and innovation is weak, lack of core technology, and compared with the advanced international competitors, the domestic companies in sales management also lack scientificity and systematicness. In a word,today's electronic component companies in China are facing unprecedented opportunities and challenges. How to seize the opportunities, maintain the steady growth? It's very urgent and important to study the management of company channel sales. The success or failure of the company sales activity will directly decide its existence or death.Based on the above background, this thesis also combined with my working experience. Firstly, it summarizes the basic theory of channel sales management and research literature.Secondly, it introduces SA company and related industrial status and characteristics, further combines with the macro and micro environment and makes the concrete analysis of SWOT. For the main problems that appeared in the process of SA company channel sales, this thesis puts forward a scientific and efficient tentative plan of channel sales management system, it consists of setting up perfect distributor management system, establishing strategic customer team and sales management,customer classification management,customer relationship management etc. At the last, in order to achieve the desired management effect, this thesis finally puts forward the relevant supporting measures to ensure the smooth implementation of the management.I hope that this thesis has a reference value for the relevant companies in their practices of channel sales management. |
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