国内钢材销售渠道策略的分析与探讨  

THE ANALYSIS AND APPROACH TO THE SALES CHANNELS AND TACTICS OF DOMESTIC STEEL PRODUCT

作　　者：刘楠[1] 

机构地区：[1]安阳钢铁集团有限公司

出　　处：《河南冶金》1999年第1期4-8,共5页Henan Metallurgy

摘　　要：从介绍宝钢、安钢等钢铁企业典型销售渠道模式入手,对各类销售渠道及其激励措施进行了深入分析,指出:钢铁企业的销售渠道、策略应根据主客观形势的发展而变化,在不同销售区域所采取的渠道策略及其配套激励措施也应有所不同,既要保持相对稳定性,又要随销售形势的发展及时修订,依靠销售政策创造企业自身特色的营销模式。By introducing the typical sales channel model of Iron andSteel complex such as Baoshan Steel, AISGC.etc. this paper analyzesdeeply various sales channels and its urgent measures, and points out:The sales channels and tactics should change with the deveiopment ofsubjective and objective situation, the various channels, tactics and itsurgent measures should be adopted in different sales areas.Remainingthe relative stability, it needs to be amended in time with thedevelopment of sales situation. the enterprise should create a self-character marketing model on the basis of sales policy.

关 键 词：钢材 销售渠道策略 销售渠道模式 钢铁企业 

分 类 号：F407.35[经济管理—产业经济]