摘要 分销是邮政为实现转型发展、跨越发展、科学发展的一项重要战略。XZ邮政分销业务经过几年的发展，逐步暴露出一些问题，当前不管是产品选择、渠道建设还是精细化管理等方面均遇到了各种瓶颈。尤其是近年来，国家提出服务“三农”的要求越来越高，邮政自身也存在许多问题，同时快消品、农资、酒水等产品的市场环境竞争也来越激烈，信息化时代对传统分销冲击也越来越大，XZ邮政面临着空前的挑战。在此大背景、新环境下，对XZ邮政分销业务做一个全面、系统的分析，制定合适的发展战略具有十分重要的意义。 在战略管理理论的指导下，首先分析XZ邮政分销业务的现状、发展模式，总结出了XZ邮政分销业务在分销产品、渠道建设、营业资金管理、分销欠费库存管理、分销系统使用、专业人员情况、体制机制七个方面存在的问题。其次利用PEST及波特五力模型分析法对XZ邮政外部宏观环境和行业环境进行深入的分析。最后运用SWOT分析法来评价企业的优势、劣势、竞争市场上的机会和威胁。通过对影响XZ邮政分销业务发展的外部环境和内部资源进行全面、系统、准确的研究，根据分析结果制定了发展目标，明确了战略选择。分别从总体层、业务层和职能层三个方面选择实施一体化战略、产品差异化战略、人力资源战略和精细化管理战略，并通过实施四项战略规避分销业务存在的问题。同时从组织制度、渠道建设、人员管理、财务制度、企业文化五个方面来加强战略保障。

ABSTRACT Distribution is an important strategy for postal service to realize transformation development, leaping development and scientific development. After several years of development, the distribution business of XZ Postal Service has exposed some problems gradually. Now, it is encountering various bottlenecks in the aspects of product selection, channel building, delicacy management, and so on. Especially in recent years, the requirements as to services for agriculture, countryside and farmers put forward by the state have become higher and higher; the Postal Service itself also has had many problems; meanwhile, the market environment and competition of such products as fast moving consumer goods, capital goods in the agricultural sector and drinks have also gotten severer and severer; the impact of information age on traditional distribution has grown bigger and bigger; as a consequence, XZ Postal Service is facing an unprecedented challenge. In such overall background and new environment, it is of great importance to make a comprehensive and systematic analysis of the distribution business of XZ Postal Service and to formulate appropriate development strategies. Under the guidance of the strategic management theory, this thesis analyzes the current situation and development mode of the distribution business of XZ Postal Service and summarizes the existing problems of the distribution business of XZ Postal Service in the seven aspects, the distribution of products, channel building, the management of operating fund, the management of distribution stock and arrears, the use of distribution system, the situation of professionals, systems and mechanisms in the first place. Secondly, this paper makes in-depth analysis of the external macroscopic environment and industry environment of XZ Postal Service by adopting the analysis methods of PEST and Michael Porter's Five Forces Model. In the last place, this paper evaluates the advantages and disadvantages of the enterprise as well as its opportunities and threats on the competitive market by using SWOT analysis method. Through making comprehensive, systematic and accurate research on the external environment and internal resources that produce effects on the development of the distribution business of XZ Postal Service, this paper establishes development objectives and clarifies strategic choices according to analysis results. This paper chooses to implement the integrative strategy, product differentiation strategy, human resource strategy, and delicacy management strategy in the three levels, the general level, business level and function level, and to avoid problems existing in distribution business by implementing the said four strategies. In addition, this paper chooses to strengthen strategic guarantee through the five aspects, organizational system, Channel construction, personnel management, financial system, and corporate culture.