Researchon Marketing Competitivenessof Government-Enterprise Cu Stomersof China Telecom Quanzhou Branch Company

China's communications market in 2002 after the North-South division,the reorganization in 2008,the current communications operations market.In the background of great development of informatization in society,all three major telecom operators in our country have completed the transition from basic telecom operators to comprehensive information service providers.All three operators have full business operation capabilities.Under the pressure of communication and operation indicators such as market share,income completion rate and income growth rate,the market competition is intensifying day by day.As one of the main force in the three major communications markets,the government and enterprise business market has the advantages of large market capacity,high commercial value,Strong user demand,easier to copy and promote the characteristics of large-scale copy,is the major operators grab market place.Large customers as an important pillar of the operator's revenue in the communications market after the re-determined the pattern of competition among the major operators often first occurred in the competition for resources between government and enterprise customers.Different customers have different contribution to the profit of the enterprise,20% of the corporate customers contribute 80% of the profits,so enterprises must attach great importance to high-value customers and high-value potential customers.Only change the original mode of operation to seize the high ground.With the rapid development of mobile Internet and accelerated transformation of enterprise transformation strategy,Quanzhou Telecom not only provides basic telecom services such as fixed line business,mobile communication and government-enterprise optical fiber leased line,but also takes the lead in offering wing payment to other carriers Eye monitoring,security encryption mobile phone,Wangpu assistant,cloud computing,GPS positioning cards and other emerging industries and government applications to meet the various types of government and enterprise users of information technology,personalized needs,but also the government and enterprise customers also became Quanzhou Mobile and Quanzhou Unicom grab the focus of the two major communications operators in the face of other operators menacing competitive offensive,Quanzhou Telecom to expand the market of government-enterprise customers,with high-quality marketing strategy to tap the potential of government-enterprise customer communications to meet the government and corporate customers The demand for communication is the demand for the great development of social informationization in our country and an effective way to improve the operating efficiency of enterprises.Based on this,Quanzhou Telecom hopes to expand its market share in government and enterprise customers through the unconventional scale of mobile services and information services,improve the market share,and continuously reduce the share of fixed network.Therefore,Quanzhou Telecom how to play its own network,products,services,and so have the advantage,further plowing the market of government and enterprises,the further development of Quanzhou Telecom plays a crucial role.This article first elaborated on the concept and theory of the relationship between government and enterprise customers and marketing competitiveness,followed by a brief introduction.The company profile,showing the business development capabilities of enterprises;and then through Quanzhou's political,social,Culture,technology,and other external factors,Quanzhou Telecom started the analysis of the overall industry environment,pointed out Quanzhou Telecom facing the "market opportunities and threats" and "advantages and disadvantages" in a detailed analysis of Quanzhou Telecom business Based on the composition of marketing competitiveness,this paper constructs the evaluation index system of competitiveness of Quanzhou Telecom's government and enterprise customers.Finally,from the reality of the customers of government and enterprises,it proposes to enhance the marketing competitiveness of Quanzhou Telecom's government and enterprise The four major initiatives.