上海電力市場營銷策略研究.pdf

1、Y95五513學校代碼：10246學導：S04E025044後衛(wèi)大學碩士學位論文(專業(yè)學位)上海電力市場營銷策略研究系(所)：專業(yè)：姓名：工作單位：指導教師：完成日期：管理學院高級管理人員工商管理王正齡上海市電力公司孫一民副教授2006年4月18日S04E0251M4王正齡上海電力市場營銷策略研究AbstractInthispaperthehistoricdevelopmentandreformofShanghaiElectricPow

2、er(SEP)isintroduced，andtheenvironmentofSEPmarketingsalesisalsoanalyzedindifferentwaysunderthenewcircumstancesofelectricpowerreform，especiallyfortakingthemethodofSWOTanalysis，thefollowingconclusionisfinallyachieved，thatis

3、“thoughShanghaiMunicipalElectricPowerCompany(SMEPC)ownsthemarketsalesresourcesingoodcondition，howtoeffectivelyuseresourcesaswellasthesalesabilityforadaptingtothechangesofmarketispoorandthefunctionofsalesorganizationisals

4、oneedtoconsummated”Fortheauthor’sopinion，SMEPCshouldhighlypayattentiontotheConstructionofthecapacityofmarketingsales，soastopromotetheefficiencyofsalesresourcesWeshouldmainlypayattentiontothecustomers’requirementswhenchoo

5、singsalesstrategyespeciallyfortherequirementsofobjectedcustomersThegroupsofcustomersaredetaileddividedusingtheintegratedvalueAccordingtothecustomer’srequirements，thedifferentkindofsalesstmtegiesareadopted，soastoimproveth

6、evaluecontributiontoSMEPCfortheobjectedcustomersMeanwhile，usingtheconceptofrelativesales，wecalldeal、vitlltherelationwithinenterpriseandstaffs，enterpriseandcustomers，enterpriseandproviders，enterpriseandinfluencingpeople，s

7、oastobuildharmoniccompanionrelationship研miIlenterpriseandallcorrelativeinterestgroup，andfinallychangedthesalesconceptofSEEMoreover，relyingonelectricpowerreformandcurrentlydeficiencyofelectricitysupplywecanconsummatethepr

8、icearchitecture，andcontinuouslyputforwardthenewpricingpolicysuchasimplementingthebatcheddiscountprice，preferentialdiscountprice，timesharingprice，differentialprice，andusingthefunctionofprieelevertoinductelectricityconsumi

9、ng，soastoimprovingtheeconomicbenefitThroughcarryingoutfortheabovemarketingsalesstrategies，thepositionof‘‘richresources，poorcompetence”forenterprisecanbechangedMeanwhile，whenkeepingtheenterprisedevelopmentinahealthywaywes

10、houldsatisfythecustomer’srequirement，participateindesigningthestyleofsociallife，activelyinfluentandhelpcustomers，andkeeptheelectricitysalesinhealthyandmelodicways，sofitstoachieveharmonicunificationfortheinterestwithincus