渠道政策（Channel policy）.docVIP

渠道政策（Channel policy） The background and implementation of channel policy making A company is a famous manufacturing enterprise in China. Its diversified product structure includes household appliances (color TV, white goods, AV, etc.), communication (telephone), etc., respectively, in the headquarters, respectively, the independent division. In the regional market are also composed of branches and offices operating independently, respectively, responsible for their respective departments, although in the same area, but very few exchanges. In a regional market, because at that time the telephone office itself did not meet the performance and management index; at the same time, the local appliance company is the outstanding performance, praise praise. The headquarters for the effective integration of resources, to create a diversified product sales platform into consideration, decided to revoke the local telephone office, incorporated into the local appliance company, set up communications business, hoping to drive the telephone products for home appliances sales platform for the success of operation mode and market resources sales. For this purpose, the following channel policies have been formulated: 1, the formation of new sales team, the basic replacement of the original office staff, transferred from the original home appliance business personnel, and recruit part of the new members of the new telephone products sales team. 2, sales area is divided on the complete reference appliances set up seven business division mode in the province set up communications department in seven operating the Department of home appliances, each department as the business department under the jurisdiction of the size of the region with 1 to 3 people ranging from the office in the home appliance business department, business department to obey the leadership, telephone sales included in the scope of examination of operating the Department of. 3, customer service service products: tel