本文对沈阳电信家庭客户市场营销渠道结构及管理现状进行了全面的梳理分析,指出了沈阳电信家庭客户市场营销渠道及管理中存在的问题,如渠道布局缺乏长期规划、渠道种类少及激励制度不健全等。依据渠道管理理论,针对上述问题,从实际情况出发,提出家庭客户市场营销渠道管理的改进措施与建议,以期为沈阳电信家庭客户市场营销渠道的发展指出明确方向,并为沈阳电信公司业务发展量的提升奠定坚实基础。 This article comprehensively analyzes the structure and management status of Shenyang Telecom’s home customer marketing channel, points out the problems existing in Shenyang Telecom’s home customer marketing channel and management, such as the lack of long-term planning of channel layout, fewer types of channels and the incentive system Sound and so on. According to the theory of channel management, in view of the above problems, from the actual situation, put forward the improvement measures and suggestions of family customer marketing channel management, in order to point out the clear direction for the development of Shenyang Telecom family customer marketing channel, and for Shenyang Telecom company business development Enhance the laying of a solid foundation.