Financial method is a method proposed by Lambeit in 1960s. He pointed out that financial factors are the most important factors in deciding which channel structure to choose. This decision-making includes comparing the capital cost required to use different channel structures, and determining the most profitable channel with the capital gains obtained.

Transaction cost evaluation method

Trans analysis (TCA) was first proposed by Williamson. The focus of this method lies in the transaction cost required by the enterprise to complete the sales channel task. Fundamentally speaking, transaction cost is related to the cost of completing tasks such as information collection, negotiation and performance monitoring. In TCA method, Williamson integrated the traditional concepts of economic analysis and behavioral science and the results of organizational behavior, and considered the choice of channel structure.

Empirical evaluation method

1, weight factor scoring method

The "weight factor method" proposed by kotler is a more accurate and direct qualitative channel structure selection method. Basic steps:

List the relevant factors affecting channel selection.

The importance of each decision factor is expressed as a percentage.

Each channel selection is scored according to various decision-making factors, and the score is 1~ 100.

The total weight factor score (total score) of each channel selection is obtained by multiplying the weight (a) by the factor score (b).

Rank the total scores of alternative channel structures, and the channel selection scheme with the highest score is the best choice.

2. Direct qualitative determination method

Direct qualitative judgment is the roughest but most commonly used method in channel design selection.

3. Sales channel cost comparison method

Taking the cost and income of each channel model as the most important evaluation factors, through the comparison of input and income, the channel structure with low cost and high income is selected.

mathematical model

1, sales channel cost comparison model

2. Comparison model of sales channel benefits.

3. Comparison model of return on investment.