The Management Research And Optimization Of Sales Channel Of A Diesel Engine Production

With the rapid development of economy, all walks of life are all in the development, competition between industry and industry are becoming more and more intense, including the price competition, technological competition, quality competition, also including a new mode of marketing channel competition, marketing channels is an important part of the sales, having the influence in the growth and future of the company, in order to make the own sales channels better than competitors, the sales channels must be suitable for your product and market.This paper mainly through the analysis of a diesel engine company sales channel, combined with the concept of marketing channels, through questionnaire investigation to find out the factors that there may be a problem of company sales channels, finally found out the key factors of important issues after analysis and sorting with the help of a questionnaire investigation, the problem were solve by the way of the generalized and summarized. this paper also through access to relevant data and documents to clear arguments and be rich evidence. Papers about thoughts and ideas are as follows:(1) A diesel engine with the problem: sales channel conflict between channel members, sales channels need to strengthen management, sales channel members professional knowledge is uneven, inaccurate market positioning, sales member are not stable etc.(2) A diesel engine products sales channel optimization strategy: strengthen the information communication channel members, strengthen the management of sales channels, sales training, sales, product market position of the channel member, to strengthen and improve the incentive system etc.(3) After the introduction of a diesel engine product sales channel optimization strategy: sales channel members before mixing ratio between the tacit understanding, sales channel is more reasonable, members of the professional knowledge has been mentioned more adapt to market demand, product, sales channel member are more stable than before etc.