The place of innovation of this text lies in the following two respects : first , it has analyzed systematically the factors of the marketing channel of seeds , and proposed the tactics of the seed marketing channel ; second , it has proposed the thought with exciting constructive seed marketing channel conflicts 本文创新之处在于以下两个方面：第一，对目前我国种业市场出现的渠道形式作一归纳，根据营销渠道理论，系统地分析了影响种子营销渠道的各个因素，并提出了种子营销渠道的发展策略；第二，提出了激发具有建设性的种子营销渠道冲突的思想。
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。
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。
Compared to the traditional channel mode , the business enterprise faces the channel environment has already changed much . to the change , most business enterprises are duller to this reaction and is still in a confussion of experience management stage to manage channels . currently , in the appliance market , channel conflicts of the manufactory and the perpendicular have become widespread phenomenon and generally accepted management crux 渠道主体权力使用的影响因素以及渠道主体权力使用对其渠道关系维系产生的影响结果是理论界和实业界想要解决却又很困惑的问题。本文主要探讨制造商渠道权力使用的驱动因素之一渠道主体冲突对制造商渠道权力使用的驱动以及制造商渠道权力的使用对其渠道关系价值的影响结果。
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。
This thesis , based on the systematic generalization of the western management theory of channel conflict , deeply and clearly analyzes the current condition of channel conflict of enterprises in our country and puts out the basic strategy of managing channel conflicts of enterprise in our country from the perspective of strategy 本文在对西方渠道冲突管理理论进行系统的概括的基础上，对当前国内企业渠道冲突的现状进行了深入、细致的分析，并从战略的高度提出了国内企业渠道冲突管理的基本策略。
Through analyzing the question that ca - legend software co . , ltd . exists at present , combine the application of the channel theory of marketing , analyses on channel design , channel member choose , channel encourage , channel conflict and channel training respectively , with channel mode melts flatly , channel each compression , has put forward the request in prevent to sell goods at will and appreciation channel development for the company 通过分析冠群联想公司当前存在的问题，结合营销渠道理论的运用，分别对公司渠道设计、渠道成员选择、渠道激励、渠道冲突、渠道培训等方面做了详细分析。随着渠道模式的扁平化、渠道层级的压缩，对公司在窜货防治、增值渠道发展方面提出了要求。
