Jinan Pressure Vessel Factory Of Relationship Marketing Strategy

With the development of reform and opening, middle and small enterprises come forth like bamboo shoots after a spring rain. Now the brands in the market are seriously homogenous and the competition is drastic more and more, so the quality of the after service can determine the subsistence of an enterprise. Confined by its own capability (mainly referred to the capital), its products and its industry properties, the enterprise can not make advertisements freely and widely. So it is much more important to develop sales channel and open and maintain good customer resources to the middle and small enterprises. This thesis illustrates the origin, signification and the essence of the relationship sales. And its objects include buyer, operator, competitor, inner employee and effects. The customer relationship sales are the base and essence of all the relationship sales and it is also the emphases of the article. The character of the relationship sales is to pursue the maximum of all vary interests. This tackles the characters of modern market competition and it accords with the new trends of the market sales on the 21st century.This article takes Jinan Pressure Vessel Factory (Stork cooperation system, for some reason it is referred to JR company by the writer) as a classical example of order type middle and small enterprise. This text summarized the development history and sales process and analysis the important functions of the relationship sales to the existence and develops of middle and small enterprise. At the same time the writer studied the sales strategy history and actuality, the development trends and competition status of JR Company and also analysis the success and the shortage of the relationship sales strategy of JR Company. The writer also put forward the countermeasure on the sales strategy that JR Company shall adopt if it wants to maintain and extend its market share. That is JR company should change it's strategies continuously in it's development process to set up more reasonable relationship sales mode and to supply reference experience for the middle and small enterprise like it.