We discuss and emphasize the status quo and the improvement of china retail distribution channels , develop the theories of channel conflicts management . some thesis comes from the penman ' s practice in marketing and the cooperation with retailer , has actual effect and novelty . so it can be used the experience of the similar trades and brands for reference 笔者参考了大量的相关书籍，力求把理论知识和丰富的实战经验结合起来，重点探讨了中国零售渠道发展的现状以及渠道冲突理论，部分论点是笔者基于营销实践和对中国零售业发展现状的了解提出的，具有一定的实效性和新颖性，对于相似的行业和品牌，具有借鉴作用。
We research the theory of distribution channels in the treatise , and research the status in quo of china retail trade . we conclude the characteristics and the development trend between traditional channel and modern retail channel , and find the channel conflicts due to the competition . we discuss the influence that the channel conflicts bring on , and the management of the channel conflicts ; next , we analyze the status quo of the cosmetic ( skincare ) trade , introduce the foreground of the cosmetic trade , discuss the characteristics of the cosmetic distribution channels , do the basal work for the improvement of the brand n ' s distribution channels ; third , we study the actualities of t company ' s distribution channels , and find the limitation and improvement area about the brand n . we introduce the detail of t company ' s distribution channels and how to management the channels conflicts 本论文通过渠道理论的研究，探讨中国零售业态的现状，总结了目前中国传统零售渠道和现代零售渠道的各自特点和发展趋势，以及他们相互竞争而产生的种种渠道冲突，这些渠道冲突对制造商、渠道成员、品牌发展产生的影响及如何有效的管理冲突；其次通过化妆品(护肤品)行业的现状分析，介绍了化妆品(护肤品)的市场发展前景，化妆品(护肤品)行业的营销渠道特征，为后面的n品牌营销渠道的改进打下了良好的基础；第三，客观分析了n品牌及t公司的营销渠道现状以及对n品牌发展的限制，介绍了t公司的营销渠道冲突及t公司的管理方式。
The writer has used one special tool , neutral network to predict the sales of m china the year from1995 to 2005 , the results align with data coming from the actual sales . the writer also predict the sales of m the year from 2006 to 2010 , and adjust the sales channels including organization , man power and funds invested in different channel 例如,公司根据对产品在各渠道销售的预测数据来评估各渠道的潜力和销售容量,合理分配资源和费用,使渠道管理者只能将公司所分配的资源和费用用于本渠道的建设和管理,杜绝渠道冲突的发生。
This essay in followed by the sales channels management system of south - east motors and will analyze and explain in the following four aspects : 1 . several phrases and existing problem in choosing the sales mode by south - east motors . 2 . to analyze several problems as follows : the choosing of sales channels members , the dividing of sales channels stages , the resolution of sales channels conflicts , the establishing of prices system , the construction of service system in the future . 3 . to analyze the advantages and disadvantages the 4 popularly used sales modes such as buying - off system , sales system , assistant sales system and together with the actual condition of south - east motors sales channels management system , i make sure that assistant sales system will be the future sales channels management mode and development direction of south - east motors 本文以东南汽车公司如何建立销售渠道管理系统为主线，从四方面进行分析和阐述：东南汽车公司销售模式选择经历的几个阶段及存在问题；对东南汽车公司在渠道成员选择、渠道层次划分，渠道冲突解决，价格体系的制订、今后服务体系的建立等几个方面进行分析，分析其存在的问题；从理论上分析目前广泛采用的代理制、买断制、经销制、助销制四种销售模式的优缺点，结合东南公司销售渠道管理系统的实际情况，确定将助销式作为东南公司今后渠道管理模式的发展方向；通过确定东南公司采用助销模式，来解决目前东南公司在销售渠道管理系统所存在的问题。
This paper develops a nomal model of the cigarette distribution system of hongta group by analyzing the environment , factors , mechanism about the cigarette distribution system of hongta group , it analyze the reason , way of the cigarette channel of hongta group conflict by quoting the theory of conflict of orgnazition behavior , put thes forward to some measures to manage and coordinate channel conflict . it also , from the manufacture ' s ( hongta group ) position , designs some indexes and methods for evaluating distributors ( tobacco company ) , channels and the cigarette distrubution system of hongta group , which evaluates distributions between qualitative aspect and quantitative aspect , evaluates channel by using channels " value - lose - table method and results comparing method , evaluates the cigarette distribution system ' s of hongta group competitive power by applying an envaluating model which develops from fuzzy and ahp . according to the environments changing , channel conflict , envluating results , it analyzes the reason and steps about the adjustment of the cigarette distrubution system the cigarette , offors the style and content of the adjustment , also puts foaward to three styles of innovation of the cigarette distrubution system the cigarette by quoting the innovation theory 并且从生产商(红塔集团)的角度，分别按分销商(烟草公司) 、分销渠道及整个分销体系三个层次建立了相应的评价指标和评价方法。其中，从定性、定量两方面对分销商(烟草公司)进行了评价，采用分销渠道损益表法、潜在市场与实际对比法对分销渠道进行评价，而且，从理论上构建了将模糊集合论与层次分析法相结合的综合评价测度模型，据此对红塔集团卷烟分销体系竞争力进行了评价。根据红塔集团卷烟分销体系环境的变迁、渠道冲突、分销体系评价结果等，进一步分析了红塔集团卷烟分销体系调整的原因与步骤，并提出了分销体系调整的形式和内容。
In the first content it is emphasized particularly on influence factors analysis which consists of four matters , they are middlemen , assistant organizations , purchasers and competitors . the other content deals with organizing and institution by putting emphasis on conflict analysis . the plan of channel relation development and redesign of channel scheme is presented in the end of the text 前者包括四方面的内容即中间商因素影响分析，辅助机构环境分析，购买者行为分析和行业与竞争分析；第二部分包括组织与制度分析，并着重于渠道冲突的分析；正文结束部分给出渠道关系发展方案及大金分销渠道的重新设计方案。
In this way , the both sides can set up a long - term symbiosis to serve their different aims . furthermore , corporations should evaluate the channel members termly in order to improve the way of channel management , such as channel efficiency and conflict disposal . in addition , the article brings forward some new means like channel - member training course and sales representative kpi ( key performance indicator ) assessment , which will 此外,企业还应该定期对渠道成员做出评价,分析渠道冲突产生的原因,解决并合理利用渠道冲突,同时提出了培训渠道成员和通过内部人员kpi ( keyperformanceindicator关键绩效指标的缩写)的全新考核方式以提高公司整体分销管理水平的办法。
The part presents the reality of channel conflict , and generalizes the characters . furthermore , it analyzes the reason of channel conflict , connecting with the marketing environment of the local enterprise . in the end , it points out the sticking point of channel conflict management of the local enterprise 在这一章节里，对当今国内企业渠道冲突的现状及所表现出的特征进行了高度的概括，结合国内企业所处的市场环境对渠道冲突的成因进行了具体的分析，指出了国内企业渠道冲突管理中存在的问题和症结。
