發(fā)布時間：2024-02-16 06:50

　　企業(yè)旨在通過競爭優(yōu)勢創(chuàng)造價值,以實(shí)現(xiàn)可持續(xù)發(fā)展。并以適當(dāng)調(diào)節(jié)內(nèi)部環(huán)境為代價來適應(yīng)外部環(huán)境,這種調(diào)節(jié)可以通過建立可靠的管理系統(tǒng)(包括銷售管理系統(tǒng))來實(shí)現(xiàn)。而由于銷售可以保障企業(yè)的持續(xù)發(fā)展,因此對于企業(yè)而言非常重要。可以說,適當(dāng)?shù)匿N售渠道是確保企業(yè)在市場銷售產(chǎn)品的關(guān)鍵因素之一。但由于企業(yè)的潛在市場不僅局限于本地市場,還往往涉及國外市場,這就導(dǎo)致可為企業(yè)帶來更多好處收益的同時,令企業(yè)的運(yùn)作更加復(fù)雜。其中之一就是如何在東道國建立適當(dāng)?shù)匿N售渠道以出口企業(yè)的產(chǎn)品。本文探討了俄羅斯伊爾庫茨克的企業(yè)SIBDREVTECH開展木炭業(yè)務(wù)的案例。對該企業(yè)現(xiàn)有業(yè)務(wù)研究表明,在市場進(jìn)入初期,由離岸公司和中國進(jìn)口商參與的方式是最可行的銷售渠道,而相關(guān)業(yè)務(wù)啟動的最終決策與消費(fèi)者對產(chǎn)品質(zhì)量的測試有關(guān)。

【文章頁數(shù)】：185 頁

【學(xué)位級別】：碩士

【文章目錄】：
摘要
Abstract
Chapter 1 Introductions
    1.1 Background and Statement of the Problem
    1.2 Purpose and Significance of the Study
    1.3 Assumptions, Limitations, and Delimitations
    1.4 Summary
Chapter 2 Literature Review
    2.1 The Concept of Sales Channel
        2.1.1 Definitions
        2.1.2 Channel Types
        2.1.3 Channel Building
        2.1.4 Integration
        2.1.5 Channels and Export
    2.2 Strategies for Intermediaries in a Sales Channel
        2.2.1 Strategies and Functions
        2.2.2 Relations among Intermediates: Competition and Partnership
        2.2.3 Building Partnership According to Experts
    2.3 Customer Relationship Management in a Sales Channel
        2.3.1 The Concept of CRM
        2.3.2 The Place of CRM in the Sales Channel
    2.4 Value Chain and other Instruments of Strategic Analysis
        2.4.1 The Essence and the Structure of Value Chain Model
        2.4.2 Value Chain Model as a Dynamic Instrument
        2.4.3 Other Tools for Analysis
    2.5 Summary
Chapter 3 Methodology
    3.1 Introduction to the Analysis Framework
    3.2 Data Collection and Analysis
    3.3 Summary
Chapter 4 Research Findings and Discussion
    4.1 Findings
        4.1.1 World Market of Wood Charcoal
        4.1.2 The Russian Market
        4.1.3 The Chinese Market
        4.1.4 Russian Legislation
        4.1.5 Import of Wood Charcoal to China
        4.1.6 Cultural Factor in Business Communications
        4.1.7 Short Information about the Company
        4.1.8 Product Features
        4.1.9 Technology
        4.1.10 Standards for Charcoal in Russia
        4.1.11 Main Features of Charcoal Business
        4.1.12 The Study of Consumers
        4.1.13 The Study of Intermediaries
    4.2 Discussion
        4.2.1 Market data
        4.2.2 Estimation of the Resource Base
        4.2.3 Value Chain Analysis
    4.3 Suggested Solutions
    4.4 Plan of Implementation
    4.5 Summary
Chapter 5 Conclusions
    5.1 Summary of Findings
    5.2 Discussion and Results
    5.3 Suggestions for Future Research
    5.4 Summary
References List
Appendix The economic plan of expenses and income of the company SIBDREVTECH for a month
Acknowledgements



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