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| 论文编号： | 1147 | |
| 作者编号： | 2120072327 | |
| 上传时间： | 2009/6/9 18:44:48 | |
| 中文题目： | 计算机分销商市场开发及其服务支 | |
| 英文题目： | Market development of computer | |
| 指导老师： | 吴晓云 | |
| 中文关键字： | 计算机分销商；市场开发；市场现 | |
| 英文关键字： | Computer Distributors；Market | |
| 中文摘要： | 我国PC市场发展很快，从2002年—2007年，我国PC销售增长率平均为20%左右。PC市场的快速发展对分销商来说既是机遇，又是挑战。虽然用户需求在不断增加，然而各厂商之间的竞争却愈发剧烈，利润率也在不断下降，这就使得分销商在整个产业链中的地位也面临着巨大的挑战。同时，PC行业出现了新的特点，正在经历着深刻的变革，在新的市场环境下，分销商要根据企业的情况和企业的战略来进行适当地调整以适应市场变化，只有这样才能生存下来，争取到自己的发展空间。市场开发和对客户服务支持对任何一个分销商来说都是很重要的内容，只有把握好这两个方面，才能体现出分销商在整个计算机行业的地位和价值，才能更好地让分销企业生存下去。 本论文共包括六部分内容。第一部分阐述了本文的研究背景、内容及意义；第二部分是对市场的细分、选择、定位理论，服务质量管理和客户关系管理理论做了简要的回顾；第三部分是对计算机分销商市场现状、问题、趋势加以研究；第四部分是计算机行业的销售模式及分销商的市场开发；第五部分是分销商的服务支持体系；第六部分是结论。 本文通过分析中国IT分销商的生存现状以及现阶段遇到的挑战，结合中国IT分销商的历史和特点，分别从市场细分及细分后的增长情况、厂商策略、客户需求、渠道扩展等方面分析分销商应如何发掘自身价值，寻求新的市场开发空间，在服务支持上如何让客户满意等一些方法和措施来为企业的发展提供动力。通过对IT企业例证并结合市场环境变化的分析，为国内IT分销企业现阶段及未来的发展思路提供一定的参考依据。 关键词: 计算机分销商 市场开发 市场现状 服务体系 | |
| 英文摘要： | The Personal Computer market is developing rapidly in our country，China's PC sales growth rate on average is almost twenty percent. The market developing rapidly is not only an opportunity but also a challenge to these vendors .Although the demands of users are growing up continuously ,because of the drastic competition among manufacturers the gain is reducing continuously,making the distributor's position in the whole industry chain also faces enormous challenges. At the same time, PC industry appears some new features,is undergoing profound changes.In the new market environment, distributors should carry out some appropriate adjustments to adjust to changes according to the situation and strategies of enterprises in the market, the only in this way distributors can survive down and strive after their own development. Market development and customer service support is very important to any distributor, only a good grasp of these two aspects it can reflect the distributors' status and value in the entire computer industry and enable distribution business to survive better. This paper includes six parts. The first part elaborates the background, content and significance; the second part reviews the theory of Market Segmentation,Market Selection,Market Positioning,and the theory of Service Quality Management and Customer Relationship Management; the third part studies the market situation, issues, trends of computer distributors.the fourth part studies the computer industry's sales model and distribution of market development; the fifth part studies service distributor support system; The sixth part is the conclusion. In this paper, through the analysis the status of the survival of China's IT distributor, as well as challenges they encouter,combining with the history and characteristics of China's distributors,this paper analyse distributors how to explore their own values and seek to develop new market space from the market segmentation,the growth after the market segmentation,vendor strategy,customer demand,the expansion of the channels and so on. Throught examples of IT enterprises in combination with the changes in market conditions,this paper provides a frame of reference for the domestic IT distribution companies and their future. Key words: Computer Distributors Market Development Market Status Service System | |
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