Study On The Major Clients Marketing Of HN United Network Telecommunication Corporation

China Unicom is one of China's three major telecom operators, mainly engages in the project network element, fixed communications, GSM 2G and WCDMA 3 G mobile communication services. It has rich network resources and advanced mobile communication network technology. China's telecommunications industry has been restructuring and reforming since 1998, but Group customers are always the main source of revenue for a telecom operator and have always being the business focal point of the telecom operators. Data in October 2010 of HN Unicom shows that the group customers that account for less than 2% of total number of all the users bring 27.8% of total turnover. Therefore, controlling the customer resources plays a significant role in market competition and enhancing the core competitiveness of the company.Accompany with the transformation of HN Unicom from basic telecom operator to integrated information service provider, the group customer service of HN Unicom has also been changing concepts and developed rapidly. This dissertation first studied the current statement of group customer service marketing in HN Unicom and sum up the problems existed in it. Group customer service marketing, which is restricted by product, incentive mechanism, back support, personnel in place, impedes the depth and breadth of the Group customer marketing and service. Then, through the use of PEST analysis tool, have a general understanding of the macroeconomic environment. Through the method of SWOT to analyse the strengths, weaknesses, opportunities, the risks and challenges of the market of Group customer services in HN Unicom. Based on the above analysis, this paper gave some suggestions for the marketing work of HN Unicom Group customer services. Aim the customers precisely and standardize customer management, enhance the probability of effective marketing; according to the specific needs of target customers, optimize and innovate the Group customer products, conduct a full range of promotional marketing, price reasonably for the Group customer products, further strengthen relationship marketing and maintain a solid customer relationships, and to gradually expand the Group customer's market occupation, especially the penetration rate of mobile services of high-end customers. Then fulfil the objective of "there is one third of the world". Finally, propose safeguards for the implementation of the marketing strategy.China Unicom Group targets that enterprise will transform from basic network provider to integrated information service provider. So HN Unicom Group customers marketing must shift from the previous technology-oriented to market-oriented and from product-oriented to customer-focused, understand Group customers in-depth and their respective characteristics of the industry, business process and developing direction. Give full play to the advantages of HN Unicom, develop new products applications targetedly, therefore, to improve the abilities to grasp, control, guide the market and achieve the sustainable development of HN Unicom.