China's Modern Industrial Marketing Strategy Research

In china, the big part of the manufacture of industrial products concentrates on the state-owned middle and big-scale enterprises, the market , sales and competition sense are rather thin bounded by long-term planning economic mechanism, it mainly concentrates on old concept, single sales ways, weak strategic sense, with the globalization of the economy and coming of new economic time, they didn't have a clear view for the new situation, new environment and new competition so they are at a loss. Besides, because of the high complexion and "hiding "characteristic of the sales of industrial products, in the actual works, it is ordinary to use and rely on "gray sales" (that is to tackle the relevant beneficial body),even it became ordinary mode to invite to dinner and rely on the relations, somebody summarized an equivalence : sales of industrial products= sunny sales (20%)+gray sales(80%),in some degree it embodied the status quo of current sales situation in China; Many small and middle-sized enterprises finish the sales task relying on these ways without the supporting of sales, so many enterprises misunderstood that "there is no need for industrial products", the theory field carried on "evading" attitude, gave low concentration on "sales of industrial products", so there is not enough research documents and theory, leading to lacking instruction for the actual sales works.It is clear according to the special research data and many major documents that there are big difference between sales of industrial products and sales of expenses, we have to view it again and research it again for the characteristic of sales of industrial products in channel mode, sales promotion, network establishment, industry relevance, derived demand and customer concentration. In the decision making process, these factors such as individual factor, environment factor, organization factor and psychological factor have direct effects on final purchasing choosing ,it directly proved the importance of such customer concept as "finding the demand beside demand", "paying attention to the customer's customer" and "creating more value for the customers", it will also become the basic point for sales strategy innovation.The seven typical wrong concept such as relation is most important ,benefit is most important and current value is most important described the present situation of industrial products market in China; It proved the necessary point and deep meaning of strategic innovation of sales of China industrial products through not considering customer's demand and purchasing characteristic ,12 market sales question and the fact of staying not forward of sales. The research shows that the innovation of China sales strategy first should start from the changing of concept, especially to set up such concepts as customer value, market competition, derivation demand, team cooperation and brand concept.Many facts showed that concept innovation is the pioneer of enterprise sales and strategic innovation is the key for enterprise to win. China in 21th century is not satisfied with setting up sales concept but should pursue new sales concept inaccordance with 21th century; New trend, new concept and new sales will be the thesis of the new economy in 21th century. It is strong prove of the success of relation sales, depth sales, offside sales, one-one sales and difference sales. Research conclusion:With the coming of new economy era, the difference and problems are many ways for traditional sales of industrial products and current sales of industrial products, especially old sales concept and serious technology problem, it is urgent to analyze, summarize, research, innovate and practise and try efficient sales ways and theories in accordance with the development of economy and society, to help Chinese enterprises to see clear their own weakness and the situation, "arm" sales thought and teams and attend in the market competition of global economy unification. The sales of Chinese industrial products should pay more attention to the following principle and theories, combined with enterprise facts and make combining strategy to try:1 > Downriver consumer—concentrate on the customer's customer 2^ Ultimate requirement—find dem ind behind customer demand 3 n Originality—create difference, throw rivals behind, give customer reason for purchasing4^ Praiseworthy— create more value for customer to earn money 5 n Trust—establish trust with customers For good memory , it is composed with the first alphabet of the core word,abbreviated called Cropt system, just the past tense of "crop"------ harvest! Chineseis easier to memorize: customers need innovation and are worthy for trusting!...