上海舜业钢铁集团有限公司营销策略探究.doc

上海舜业钢铁集团有限公司营销策略研究 摘　　要 钢铁流通行业关系国家经济命脉，对我国能否持续保持快速稳定的发展起到了重要的保障作用。近年来，随着我国经济建设快速发展，钢材需求量逐年递增，钢铁流通业随之崛起，钢铁物流企业数量越来越多。面对激烈的竞争形势，关键是要把握好市场，而对于钢铁物流企业来说，如何依据客户需求调整自身的营销策略，在重新树立品牌形象的同时，建立良好的客户关系，已经成为了新时期钢铁物流企业的重要课题之一。本文根据营销组合的相关理论，对上海舜业钢铁集团的营销策略进行了深入的分析，并基于舜业集团渠道合作模式、客户关系和品牌意识方面的不足，提出以下建议：与钢厂建立战略联盟，积极采用佣金代理制，加快业务的调整升级；建立客户关系档案，区别重点客户与一般客户，加强客户关系的维系；通过提升服务质量、加强宣传活动、注重口碑营销来扩大品牌认知度。 关键词：钢铁流通；营销策略；渠道；客户关系；品牌 The Research on Marketing Strategy of Shanghai Shunye Iron and Steel Group Co., Ltd. Abstract Iron and steel industry, the lifeline of countries economic, have played an important role in safeguarding the fast and. In recent years, with the rapid development of Chinese economic construction, steel demand is increasing year by year. The steel circulation industry appears on the horizon and steel logistics enterprises are more and more. It is the key to grasp the market for enterprises facing the fierce competition. How to adjust its marketing strategy based on the needs of customers to establish a brand image and good customer relations has become one of the important issues during the new period. According to the theory of marketing mix this paper deeply analysis the marketing strategy of Shanghai Shunye Iron and Steel Group. Based on the co-place mode of Shunye Group, customer relationship and brand awareness, the paper proposes the following recommendations. Shunye Iron and Steel Group establish strategic alliances with steel enterprises and actively use commissioning agency. And it has to speed up the adjustment of business upgrading. Shunye should build files of customers to distinguish the key customers and the general customers and maintain customers upgrading. Shunye should build files of customers to distinguish the key customers and the general customers and maintain customers. Shunye also should expand brand awareness by improving service quality, strengthening the promotion and paying attention to word of mouth marketing. Key words: iron and steel distribution,