The starting point in selecting the most effective distribution channel arrangement is a clear determination of the operation target and a determination of the needs and preferences of the target market , the thesis analyzes the main operation targets of the japanese and the american giants that caused those diversities . komatsu as an industrial product company , its marketing channel in china is a combination of three basic elements : the manufacturer ' s sales force , distributors and a trading company - sumitomo 本文通过大量实地调查、当面访谈、内部资料整理对小松制作所在中国市场分销渠道的目标、控制、支持和直销渠道进行分析，来论证本文的观点即：小松制作所在中国市场分销渠道是传统分销渠道修正改造后形成的管理型营销渠道系统再加上直接分销渠道和住友商社渠道。
