Research On Marketing Strategy Of Big Client In Fujian Mobile Dehua Branch

About communications enterprises, large customers is extremely important strategic communications company capital, is the basic telecommunications operators to compete with the deepening of the reform of the country’s telecommunications, large customers increasingly fierce competition, in this context, Fujian Mobile Germany huge share of the branch to be able to obtain a large customer market, we must follow the guidance of the scientific theory of marketing. Based on this, in order to analyze and guide current marketing theory Dehua, Fujian Mobile Branch large customer relationship marketing, marketing analysis situation, problems and proposed marketing strategies large customer marketing theory.First, the paper based on the theory, analysis of Fujian Dehua mobile branch customer marketing there are some big problems. Fujian Dehua mobile offices on a large customer relationship marketing concept, the marketing team building, customer identification and management is lagging behind. First, the lack of market information and analysis to control; the second is the extensive customer segmentation; three is the customer identify bottlenecks; four is difficult to meet the demand for the product groups; five is the lack of large customer relationship management capabilities.Secondly, the design of the paper focuses Branch Fujian Dehua move large customer marketing strategy. The first is the market reaction rate strategy, we will accelerate the completion of the provincial, district, city and county levels of major clients full service system; the second is to re-optimize large customer relationship marketing and design functions of the organization; the third is the group marketing team sales, service separation, create specialized large customer service team; four is to build a large customer rating service standards and service models; five for large customer relationship marketing staff incentive model innovation. Associated with customers to establish strategies; First enhance professionalism; second is to strengthen the work of a large customer segment; the third is product differentiation. Associate marketing tactics:First, the establishment of multi-channel marketing system; the second is to strengthen service marketing, improve the ability to serve large customers. Improve customer delivered value strategy:firstly, to increase the total value of customer purchases; the second is to reduce the total cost of the customer to buy.Finally, the paper presents a mobile Dehua, Fujian Branch safeguards big customer marketing strategy. In such a competitive market, the communications market, Fujian Dehua branch moving to strike the existing large customer marketing new breakthroughs must be implemented to provide a strong guarantee for the improvement program, the paper mainly from system security, personnel security, enterprise cultural support, technical safeguards are discussed.Large customer relationship marketing capacity building Fujian Dehua mobile branch is a systematic project, for the implementation of the company’s major clients improve marketing strategy, the need for reform of enterprises from all aspects, great customer service team to strengthen management, establish a customer-oriented marketing strategies in order to get the organization’s overall performance improvement and market share expected results.