Analysis On Pre-sale Service Decision Making Models Of Motor Products

After joining the WTO, China’s market economy is further developing anddeepening. In domestic market with increasing competition of industrial goods, thecompetition among related enterprises has already changed from shallow price to theservice, a more deep aspect. Only in terms of motor manufacturing enterprises,strengthening pre-sale services has become an important means to establish corporateimage, improve competitive ability and expand the market share.As a domestic motor manufacturing industry leader, S company is at a criticalstage of development in transition. The petrochemical and natural gas industries(referred to the petrochemical industry) have become the focus of the development ofnew markets.S company has a team of dozens of professional service team for customerservice, which has quite rich experience for the maintenance and repair after sale, butthe study and configuration for pre-sale service is not enough. So, high standards,strict requirements and complex situation of the petrochemical industry give a newtask to S company about pre-sale service.Although S company puts a lot of human and financial resources in the new fieldfor pre-sale service, but doesn’t achieve the expected results. Besides the effect oftrade barriers and the competition, the lack of pre-sale service decision-makingsystem, the pre-sale service fails to give full play to utility in market activities.Therefore, how to carry out scientific and rational decision of pre-sale service is worthto think and solve.By combining different product demand, this paper firstly expounds thecharacteristics of motor product pre-sale service in the petrochemical industry,analyzes the internal and external resources, and summarizes two kinds of basic pre-sale service mode and the main procedure. And then establish a decision model ofpre-sale service model with AHP, which quantitative the metric and provides aquantitative basis for decision-making. Next, validate the decision model of the actualapplication value, combining some practical case. At last, this paper analyses theadvantages and disadvantages and risk analysis decision model, and providesreference for further study and practice.