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90年代初,TCL 以电话销量世界第三、中国第一的佳绩著称海内外。在后来的几年里,TCL 切入彩电市场,以有计划的市场推广、深耕细作的营销管理策略、并配合建立庞大而富有效率的营销网络,在激烈的市场竞争中脱颖而出,经过三年奋斗,产销量一举跨入全国前三位。值得一提的是 TCL 的营销网络,它分布在全国各地,实行三级管理,分为7个大区,28个分公司、150个经营部和办事处,有着近4000人的庞大营销队伍,并有数千个授权经销商。这样庞大规模的销售网络在 TCL的迅速发展壮大的过程中起了关键的作用,但随着规模的不断扩大销售网络的管理也出现了一些问题。因此,
The early 90s, TCL phone sales in the world third, China’s first success is known both at home and abroad. In the next few years, TCL cut into the TV market, with planned marketing, prac- tice of marketing management strategy, and with the establishment of a large and efficient marketing network, in the fierce competition in the market come to the fore, after three years of struggle, Production and sales in one fell swoop into the country’s top three. It is worth mentioning that TCL’s marketing network, which is distributed throughout the country, the implementation of three management, is divided into seven regions, 28 branches, 150 operating departments and offices, with nearly 4,000 large marketing team, And there are thousands of authorized dealers. Such a large-scale sales network plays a key role in the rapid development and expansion of TCL. However, with the continuous expansion of its sales network, some problems have arisen. therefore,