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<!--nav end--> <div style="clear:both"></div> <div class="middle"> <!--left begin--> <div class="left"> <div class="zx_part2"> <div class="posit2"><span>您现在的位置:</span> > <a href="http://www.zslvhua.com">中国直销¾|?/a> > <a href="/newst31p1.htm" target="_blank">直销文库</a> > ¾|‘络直销åQšè¯é€šå¼ç”µå­å•†åŠ¡è¥é”€æ¨?/div> <div class="zx_wz"> <h3>¾|‘络直销åQšè¯é€šå¼ç”µå­å•†åŠ¡è¥é”€æ¨?/h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-17 17:02:26   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1798&t=news"></script></span></p> <P><STRONG>¾|‘络直销åQšè¯é€šå¼ç”µå­å•†åŠ¡è¥é”€æ¨?/STRONG></P><STRONG><br><P><SPAN style="FONT-SIZE: large"><BR><FONT size=4>  (中国电子商务研究中心è®?当传¾lŸé”€å”®æ¨¡å¼åœ¨å½“代递进演变ä¸ÞZ»¥æ¶ˆè´¹è€…äؓ中心的营销模式之后åQŒå½“人际销售成ä¸ÞZ¸€ä¸ªæ–°åž‹çš„商品和服务渠道,当互联网òq›_°æ”¯æŒçš„电子商务蓬勃兴èµøP¼Œåœ?1世纪的中国商品经‹¹Žé¢†åŸŸå‡ºçŽîCº†ä¸€ä¸ªæ–°çš„课题:以äh际销售äؓ基础åQŒä»¥äº’联¾|‘äؓ交易、支付åã^収ͼŒä»¥ç”µå­å•†åŠ¡äؓ工具¾pȝ»Ÿçš„“网¾lœç›´é”€â€æ‘†åœ¨äº†æˆ‘们的面前。网¾lœç›´é”€ä¸­çš„“网¾lœâ€ï¼Œæœ‰åŒé‡å«ä¹‰ï¼šä¸€æ˜¯æŒ‡äº’联¾|‘,二是指äh际销售网¾lœã€‚网¾lœç›´é”€æ˜¯æŒ‡˜qç”¨äº’联¾|‘和人际销售网˜q›è¡Œçš„商品营销‹zÕdŠ¨ã€‚互联网¾læµŽçš„主要åŞ式是电子商务åQŒæ¢­a€ä¹‹ï¼Œç”µå­å•†åŠ¡ž®±æ˜¯äº’联¾|‘经‹¹Žçš„外在表现和实质行为。在¾|‘络直销中,商品从商品源头到采购企业到经销企业到经销商再到消费者的˜q‡ç¨‹åQŒè¯½I¿äº†å•†å“ç”Ÿäñ”、采购、物‹¹ã€é…é€ã€è¥é”€ã€æ¶ˆè´V€æ”¯ä»˜çš„全部环节。所以,我们可以把网¾lœç›´é”€å®šä¹‰ä¸ºï¼šåŸÞZºŽç›´é”€æ¨¡å¼çš„诏通式电子商务营销模式。这是网¾lœç›´é”€çš„本质性定义。网¾lœç›´é”€ä¸Žè¯é€šå¼ç”µå­å•†åŠ¡è¥é”€æ¨¡å¼äº’äؓ表里åQŒæ˜¯åç§°ã€æ–¹å¼å’Œå®žé™…、模式之间的关系ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  ¾|‘络直销的“A-B-C”模å¼?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  ˜q™ä¸ªæ¨¡å¼çš„组成是直销团队推广体系--电子商务营销和交易手ŒD?-˜qžé”¾lè¥--消费¾lˆç«¯ä½“ç³»--½W¬ä¸‰æ–šw‡‡è´­ç‰©‹¹ã€æ”¯ä»˜åŸº¼‹€òq›_°æ”¯æŒã€‚这个模式几乎囊括了当今最先进的所有经‹¹Žå’Œç”Ÿäñ”力要求。如果引用电子商务的术语那就是融合诏通“B-B、B-C、C-C”三¿Uäº¤æ˜“åã^台的模式。第一个B-B是指一个集中采购企业面对多个公营企业,˜q™äº›ä¾›åº”商企业可以合òq¶æˆä¸€ä¸ªB的集合,我们把它重新命名成“A”。再把“B-B、B-C、C-C”系¾lŸåˆòq¶åŒ¾c»é¡¹åQŒå°±å½¢æˆäº†ä¸€ä¸ªâ€œA-B-C”模式。有所不同的是åQŒæ–°æ¨¡å¼ä¸­çš„“C”不是终端消费者,而是营销人员和团队的集合åQŒæˆ‘们把¾lˆç«¯æ¶ˆè´¹è€…称作“D”ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  那么新的营销模式ž®±å¯ä»¥è¡¨˜q°æˆâ€œA(产品刉™€ å•†ã€å•†å“ä¾›è´§å•†ã€å•†å“é›†æˆ?-B(企业投资者、采购åã^台徏设者、集团采购商)-C(¾lè¥è€…、营销人员、营销团队)-D(¾lˆç«¯æ¶ˆè´¹è€…,其中一部分可能转化成‘Câ€?”模式。这个模式的核心动力在投资者、经营者和消费者在利益导向下åŞ成的利益链条。其操作½E‹åºå¯ä»¥æè¿°ä¸ºï¼ŒæŠ•èµ„者通过企业行äؓ向多个商品供货商A˜q›è¡Œæ‰šw‡é‡‡è´­åQŒå…¶äº§å“˜q›å…¥B的网上商城和虚拟仓库òq¶æŒ‰ç…§åŒæ–¹åè®®è¿›è¡Œç½‘上资金结½Ž—。B的营销团队C在网上商城选购商品åQŒåƈ在网上支付货‹Æ¾ã€‚第三方物流ž®†C选购的商品送达C处。Cž®†å•†å“å–¾l™ç»ˆç«¯æ¶ˆè´¹è€…D。部分消费者可能在体验产品和C的服务以及在B的网站接受其企业的文化、理å¿üc€ç›ˆåˆ©æ¨¡å¼åŽåQŒè{变成C。åƈ在终端不断进行è{化,扩大C的数量和规模。B的销售量持箋增长åQŒå…¶é‡‡è´­é‡åœ¨å¤§å¹…度提高后åQŒå°†å¾—到A的一定幅度的ä»äh ¼ä¼˜æƒ åQŒå¢žåŠ åˆ©æ¶¦ã€‚Bž®†éƒ¨åˆ†åˆ©æ¶¦è{化成¾lˆç«¯ä»äh ¼çš„下降和C的利润的增加åQŒå†ä¸€‹Æ¡æ‹‰åŠ¨ç»ˆç«¯æ¶ˆè´¹å’Œ½E›_®šæ‰©å¤§C的规模。如此往复åŞ成良性互动åó@环。这ž®±æ˜¯åŸÞZºŽç›´é”€æ¨¡å¼çš„“诏通式”电子商务营销模式的基本的操作模型。比较以往三种电子商务模式而言åQŒè¯é€šå¼ç”µå­å•†åŠ¡æ¨¡å¼æœ‰å››ä¸ªä¸åŒä¹‹å¤„:一、在A阶段åQŒé‡‡å–的是第三方集中采购的模式,是多个B的集合概å¿üc€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  二、在B阶段åQŒé‡‡å–的是第三方物流方式与落地网站相¾l“合的方式,ž®†ç›´é”€ä½“系中的零售概念店还原成配送站和终端仓储,òq‰™™„加综合服务功能ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  三、在C阶段åQŒé‡‡å–的是äh际分销方式åQŒè¿™æ˜¯å……分发挥直销人员作用的关键点ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  四、D与C之间的è{化,ž®†äñ”生互联网、äh际销售网的双重倍增效应ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  那么åQŒå¦‚何在现有的基¼‹€ä¸Šè¿›è¡Œåˆæ³•ç»è¥ï¼Œåœ¨æ¯”较健åºïLš„直销企业的基¼‹€ä¸Šï¼Œ˜q›è¡ŒçœŸæ­£çš„电子商务改造,使之成äؓ货真价实的电子商务企业,实现个äh、企业、社会的å…Þpµ¢ä¸Žå’Œè°ï¼Ÿå¦‚何ž®†è¯é€šå¼ç”µå­å•†åŠ¡æ¨¡å¼è½å®žåˆ°æ“ä½œå±‚面上åQŸæˆ‘惻I¼Œ˜q™å¾ˆå¤æ‚也很½Ž€å•ã€‚复杂在于其基底和背景的动荡和复杂,½Ž€å•å°±åœ¨äºŽæ˜¯å¦èƒ½å¤ŸæŒ‰ç…§è§„律和规则办事,是否愿意付出努力和成本ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  本篇重点ž®ÞpƒŒæ™¯ã€çŽ¯å¢ƒã€å› ç”±ã€æ€è¾©åšä¸€ä¸ªåˆæ­¥å’Œæ¡†æž¶æ€§çš„剖析和描˜q°ã€‚这里至ž®‘包含了以下要素和关¾pÖM½“¾p»ï¼š</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  一、性质问题-直销与传¾l?-比例问题-速度问题-长度问题</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  二、导向问é¢?短期的利益导向还是以长期消费为基¼‹€çš„导å?消费的传递以充分的消费äؓ前提-健康的åó@环机åˆ?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  三、äh员、团队、公叔R—®é¢˜ï¼šä¸ªäh素质和原始目çš?团队½Ž¡ç†-企业理念-企业负责人、投资äh的动机和目的</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  四、企业管理方å¼?¿U‘学的管理机åˆ?完善的运营体¾p?采购òq›_°-物流体系-基础交易òq›_°-资金¾l“ç®—¾pȝ»Ÿ-客户服务¾pȝ»Ÿ</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  五、文化问é¢?优秀的文化核å¿?完善的文化系¾l?文化¾l„织机构-文化创é€?文化内容-文化传播体系(方式、工兗÷€æ‰‹ŒD?-文化‹zÕdŠ¨</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  六、教育问é¢?相关知识的学ä¹?职业技能培è®?专业技能教è‚?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  七、äñ”品问é¢?产品½{–ç•¥-产品理念-品类¾l„合-产品知识</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  八、公关问é¢?公关½{–ç•¥-公关¾l„织-对外形象-公益‹zÕdŠ¨</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  不难看出åQŒè¿™æ˜¯ä¸€ä¸ªå®Œå–„、再完善、完备的¾pȝ»Ÿã€ä½“¾pÕd’Œæœºåˆ¶åQŒéœ€è¦æˆ‘们进行以¿U‘学和系¾lŸçš„æ–ÒŽ³•æ¥è®¤çœŸæž„建,八个体系的有机结合标志着˜q™ä¸ªæ¨¡å¼çš„徏立ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  以上观点理论是笔者的一家之­a€åQŒè€Œä¸”新的营销模式˜q˜åœ¨æŽ¢çƒ¦å’Œæž„å»ÞZ¹‹ä¸­ï¼Œæˆä¸Žå¦è¿˜è¦ç»˜q‡å®žè·ëŠš„验证。但是设计理论和思èµ\已经明晰了,循着˜q™ä¸ªæ¡†æž¶åQŒä¼ä¸šå¾ˆå®ÒŽ˜“在电子商务专业äh士的指导下,建立起与自èín盔R€‚应的营销模式åQŒåƈ在实践中不断完善和提高ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  ¾|‘站的点å‡ÈŽ‡å½±å“æ–°æ¨¡å¼çš„成功</FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  对于直销而言åQŒå…¶æ·±å±‚的社会意义是让更多的人通过自èín的努力,½Hç ´ä»¥å¾€çš„ä¼ ¾lŸæ¨¡å¼åœ¨èµ„金、技术、条件等斚w¢çš„限åˆÓž¼Œé™ä½Žåˆ›ä¸šå’Œå®žçŽîC¸ªäººç†æƒ³çš„门槛。从某种意义上讲åQŒè®©æ›´å¤šçš„äh获得分äín½C¾ä¼š˜q›æ­¥çš„成果、参与与日俱增的½C¾ä¼šè´¢å¯Œçš„分配以及共享经‹¹Žç¹è£åˆ›é€ çš„æœÞZ¼šåQŒæ˜¯½C¾ä¼šå‘展和进步的表现åQŒä¹Ÿæ˜¯ç¤¾ä¼šèµ„源公òq›_ˆ†é…åŽŸåˆ™å’Œå…¬æ°‘权利与利益的体现。这也是直销的核心动力和™ì…力所在,也是直销行业生命力旺盛的æ ÒŽœ¬åŽŸå› æ‰€åœ¨ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  电子商务的基¼‹€æ˜¯æŠ€æœ¯ã€èµ„金、äh才、模式等¼‹¬æ€§æ¡ä»Óž¼Œè€Œå…¶æœ€¾lˆçš„½Hç ´å£æ˜¯å…¶ä¿¡æ¯çš„受众多寡和关注度的高下。简而言之,ž®±æ˜¯å…¶ç½‘站的点击率。如果这个指标上不去åQŒæˆ–者不能达åˆîC¸€å®šçš„½E‹åº¦åQŒé‚£ä¹ˆï¼Œå‰æœŸçš„一切都会付è¯æ€¸œ‹¹ã€‚互联网和电子商务所谓的“烧钱”也正是烧在˜q™é‡ŒåQŒç½‘站推òq¿å’Œç‚¹å‡»çŽ‡çš„提高消耗了¾lå¤§éƒ¨åˆ†çš„投资。这一点,一直困惑着所有的电子商务企业åQŒåƈ成äؓ˜q™ä¸ªè¡Œä¸šçš„瓶颈问题之一ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  人的动因仍然是一切竞争的核心要素åQŒè€Œæ•°é‡å·¨å¤§çš„直销从业人员是电子商务业界和专家们一直所忽略的利益群体,他们与点å‡ÈŽ‡ä¹‹é—´çš„å…³¾pÖM¸€ç›´è¢«å¿½ç•¥ã€‚但事实上,直销从业者的上网点击率一直在½E›_®šåœ°ç›´¾U¿æ”€å‡ï¼Œè€Œä¸”其忠实度是普通网民不可比拟的åQŒäº‹å®žå°†è¯æ˜ŽåQšç½‘¾lœè¥é”€çš„胜败对å†Ïx ¹æœ¬å°±ä¸åœ¨å¤©ä¸ŠåQŒè€Œæ˜¯åœ°é¢åQŒè¿™æ˜¯ä¸€ä¸ªæ ¹æœ¬æ€§çš„利益因素所军_®šçš„ã€?/FONT></SPAN></P><br><P><SPAN style="FONT-SIZE: large"><FONT size=4>  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