关于寡头垄断下B2B关系型销售策略研究

Study of B2B Relation marketing under Oligopolistic Competition

本文通过寡头垄断下B2B客户开拓不同阶段关注点分析,结合长期工作实践,提出了如何将关系销售策略渗透到市场开拓的各个环节内,使得客户关系发展从建立好感获取商机,到达成信任促进销售,再到建立口碑客户主动推荐的一系列策略建议。希望对B2B市场开拓工作有所借鉴。

This paper analyze universality of Customer-concerned at each stage-sale and individuality of clients-characteristic in the process of market promotion, summarize the experiences and draw the lessons during working, bring forward the strategies that how to apply relation marketing in daily working, and a lot of suggestion about how to build good impression so as to get the business chance, how to win the credit so as to do business, then how to have a good reputation so as to occupy more market share, sincerely hope these suggestions in the paper are useful for the team.