我国润滑油企业经销商管理问题与对策研究

Research on the Problems and Strategies in Distributors Management of Chinese Lubricant Enterprises

由于制造业转型升级的加速以及润滑油整体需求增速的放缓,我国润滑油市场竞争日趋白热化,经销商作为润滑油企业开拓维护市场的主力军,管理问题越来越凸显。文章通过对经销商管理问题的分析,从经销商选择机制、培训体系、窜货管理和绩效评价方法四个方面提出相应的解决措施,希望可以为我国润滑油经销商管理研究提供借鉴。

Due to the acceleration of the transformation and upgrading of manufacturing industry and the slowdown in the growth of lubricants demand,the competition of lubricants market in China is becoming increasingly fierce. Distributors as the main force of lubricant enterprises to develop and maintain the market,management issues are becoming more and more prominent. Through the analysis of distributors management problems,this article puts forward the corresponding solutions from four aspects: distributors selection mechanism,training system,cross-regional sales behavior management and performance evaluation method. It is hoped that this paper can provide reference for the research of distributors management in China’s lubricant enterprises.