The Study Of Locking Sale Strategies For Mobile Communication Market Of Telecom’s Government And Enterprise Customers

In the current background of the times for restructuring of the telecommunicationsindustry, China Telecom, China Mobile and China Unicom become the three pillars.Coupled with the arrival of3G era, the market is fiercely competitive. In this article, takeFujian Telecom for instance, based on customer lock-theory, through in-depth analysis ofFujian Telecom PEST analysis of the macroeconomic environment, industry environmentanalysis (Porter’s five forces model), Fujian Telecom’s SWOT analysis and comparativeanalysis for the ability of Fujian mobile operators, then by analyzing the internalenvironment of Fujian Telecom customers of government and enterprise. And the analysisof mobile needs for Fujian Telecom’s government and enterprise customers. Linkingtheory with practice to explore locking sale strategies for how to develop mobilecommunication market of Telecom’s government and enterprise customers, and hope forthe development of China Telecom mobile communications market has some similarapproach. With a view to such a complex market environment, mobile elements can helpChina Telecomm, locking government and enterprise customers, the overall expansion tothe mobile communications market, to individual customers and the family customers, andbecome the overlord of the communications industry in the future.In this article, using the methods of literature and data, quantitative analysis andinterview. Literature method: access to at home and abroad through a lot of on the mobilecommunications market,3G, enterprise customers, large customers and other relevantliterature, analyze the background of China’s mobile communications market, competitiveenvironment. Quantitative analysis: The internal data and Fujian Province, Fujian Telecommobile communications needs of government-enterprise customers to conduct quantitativeanalysis of survey data to further support the article reviews the arguments in support ofmarketing strategy made. Interview: with the relevant marketing personnel,government-enterprise customer base to conduct interviews with staff at all levels,in-depth understanding of government-enterprise customer demand for mobilecommunications. And the study will use various marketing tools and methods, includingPEST analysis, Porter’s five forces model analysis, SWOT analysis and other analyticalmethods.This article has seven parts, the first chapter to introduce the text of the introduction part of the research background and significance, the main research content, researchmethods and research ideas; second chapter is the literature review, the status of customerlock-in theoretical studies, there are some problems, how to solve problems and this articleInnovation points; third chapter is the analysis of Fujian Telecom’s external environment,in-depth analysis of Fujian Telecom PEST analysis of the macroeconomic environment,industry environment analysis (Porter’s five forces model), Fujian Telecom’s SWOTanalysis and comparative analysis for the ability of Fujian mobile operators; fourth chapteris analyzing the internal environment of Fujian Telecom customers of government andenterprise; fifth chapter is the analysis of mobile needs for Fujian Telecom’s governmentand enterprise; sixth Chapter linking theory with practice to explore locking sale strategiesfor how to develop mobile communication market of Telecom’s government and enterprisecustomers;seventh Chapter is about conclusion and insufficiencies.