销售渠道的建设与管理

1BESTManagementConsultingCo.Ltd.CopyrightBestManagementCo.AllRightReserved2••••••––2CopyrightBestManagementCo.AllRightReserved323451IntroductiontoChannel3CopyrightBestManagementCo.AllRightReserved5•CopyrightBestManagementCo.AllRightReserved6•–––––4CopyrightBestManagementCo.AllRightReserved7•––––––CopyrightBestManagementCo.AllRightReserved8/5CopyrightBestManagementCo.AllRightReserved9•––––CopyrightBestManagementCo.AllRightReserved10•––––––––Facilitators6CopyrightBestManagementCo.AllRightReserved11•––––––MerchantIntermediaries(AgentIntermediaries)CopyrightBestManagementCo.AllRightReserved1211321654237CopyrightBestManagementCo.AllRightReserved132–––CopyrightBestManagementCo.AllRightReserved143–––––––8CopyrightBestManagementCo.AllRightReserved15ChannelConfiguration9CopyrightBestManagementCo.AllRightReserved17•–––CopyrightBestManagementCo.AllRightReserved18•10CopyrightBestManagementCo.AllRightReserved19•CBACopyrightBestManagementCo.AllRightReserved20•11ChannelManagementCopyrightBestManagementCo.AllRightReserved22•-1CRJAARRPMWRWW0MC1MRC2MWRC3MWJRC12CopyrightBestManagementCo.AllRightReserved23•-2CopyrightBestManagementCo.AllRightReserved24•-313CopyrightBestManagementCo.AllRightReserved25•-4–•-5–Walmart,K-mart,•-6–e-Commerce,CopyrightBestManagementCo.AllRightReserved26•–––––•GTM•14CopyrightBestManagementCo.AllRightReserved27•–?••••;•••ChannelFlow15CopyrightBestManagementCo.AllRightReserved291CopyrightBestManagementCo.AllRightReserved302–––•?•16CopyrightBestManagementCo.AllRightReserved313–/–––•–CopyrightBestManagementCo.AllRightReserved324––––MIS–?CRM–ERP17CopyrightBestManagementCo.AllRightReserved335–––––CopyrightBestManagementCo.AllRightReserved346–––••18CopyrightBestManagementCo.AllRightReserved357–?intangible;–•ChannelStrategies19CopyrightBestManagementCo.AllRightReserved37•––––––NoNoNoCopyrightBestManagementCo.AllRightReserved38•=————————stockturnAnnualnetsalesAveragestock=AccountReceivableA/RAnnualnetsales365=AnnualnetsalesProfitbeforetaxProfitratiobeforetax20CopyrightBestManagementCo.AllRightReserved39•C+30%13C15%1495C15%172C30%2235CC+30%13C30%169C30%2197CC+40%14C30%182C?10%C+60%80%16C18CCopyrightBestManagementCo.AllRightReserved40•21CopyrightBestManagementCo.AllRightReserved41•–––•(TargetMarket)•(ChannelIntensity)•(ExpectedPerformanceofChannelMembers)CopyrightBestManagementCo.AllRightReserved42=-=X=X/X=22GrayMarkets&ItsChannelCopyrightBestManagementCo.AllRightReserved44•••/23CopyrightBestManagementCo.AllRightReserved45•––––––––CopyrightBestManagementCo.AllRightReserved46•–––•–=––24CopyrightBestManagementCo.AllRightReserved47•–19885–––––CopyrightBestManagementCo.AllRightReserved48•––––ABABABBA25CopyrightBestManagementCo.AllRightReserved49•––••••–––CopyrightBestManagementCo.AllRightReserved50•––––•26CopyrightBestManagementCo.AllRightReserved51•––––––––Internet&E-Commerce27Thankyouverymuch,Anyquestion?