摘要
在成熟的市场经济条件下,企业经营的出发点是市场,即客户的需求。钢铁产品作为生产资料,其交易行为有着与消费品不同的特征,正确认识钢铁产品交易行为特征,加强客户关系管理,有利于钢铁生产企业提高市场竞争力。针对此需要,在分析钢铁产品交易行为特征的基础上,提出了钢铁企业交叉销售模型,并对其构建过程和关键技术进行了深入研究,最后应用在某钢铁企业中,为企业制定交叉销售策略提供了科学的决策依据,并取得了良好的效果。
In the mature market economy, the basic purpose of enterprise management is market, that is, the demand of customer. The iron ＆ steel products as means of production have many characteristics different from consumer goods in terms of trading behavior. If the trading behavior characteristics of iron ＆ steel products are known exactly, the customer relationship management of enterprises can be improved, which is useful for iron ＆ steel enterprises to enhance the market competitiveness. In view of this, the trading behavior characteristics of iron ＆ steel products are analyzed. Furthermore, the cross-selling model of iron ＆ steel enterprises is proposed, in which an in-depth study is made on its construction process and core techniques. Finally, the model is applied to certain iron ＆ steel enterprise and good results are obtained, which can provide the scientific and decision-making evidence for enterprise to make cross-selling strategies. And the outstanding effects are obtained.
出处
《系统工程》
CSCD
北大核心
2008年第9期9-14,共6页
Systems Engineering
基金
国家自然科学基金资助项目(70572098)
关键词
客户关系管理
交叉销售模型
系统建模与实证
钢铁企业
交易行为特征
交叉销售策略
Customer Relationship Management
Cross-selling Model
Modeling and Empirical Research
Iron ＆Steel Enterprises
Trading Behavior Characteristics
Cross-selling Strategy
