电信3G业务校园营销案例分析.doc

毕业综合作业
电信3G业务校园营销案例分析
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提交时间:2011年4月
摘要
就当前国内通讯行业形势来看,以往2G时代的以价格低拉拢客户的手段已经不能适应如今客户的需求。目前我国3G市场的竞争非常激烈。中国电信、中国移动和中国联通三家主流运营商之间抢占市场的竞争也愈发激烈,据调查,2009年1月,三家运营商在拿到了3G市场的运营牌照之后,就立刻各自推出了自己的3G品牌来参与到了竞争之中,希望占得大部分市场份额。2G手机时期主要靠降低利润来赢得市场以越来越日渐衰弱,而今以消费者的心理为标准去占领市场并逐步发展为3G的销售手段以占领市场。本人在积极研究国内外的销售理论后,以现行国内市场3G研发公司为案例,积极调研本行业的市场状况,了解现在行情及需改进之处。并用外国先进经验做理论依据,用亲身体会做事实经验,使客户能多方面体会3G网络的产品的成型的不同阶段,这样就可以做到以体验销售为目的手段,从而来达到策划制定安全管理方案以及手段。作者的文章其目的在于引领陕西3G在如今的市场占领一席之地,引领消费者更加具体生动的体会了解3G,对而今的销售手段发起新的冲击,3G市场如今竞争日益激烈,销售厂家需提前把握市场动向,从源头领先对手。只有让顾客体验到不同于2G网络的迅捷与灵动,才能更加抓住客户的心理,达到服务营销的合理组合。
关键词: 3G市场,体验营销,服务营销组合
Abstract
In the context of the current munications industry situation, past 2 g era to woo customers low price means has already can not adapt to the needs of customers today. At present, China's 3 g petition is fierce. China , China obile and China the three mainstream operators between preempt the increasingly petition in the market, according to the survey, in January 2009, the three carriers after got the 3 g market operating license, immediately launched their own brand to participate in petition of 3 g, the most hope to gain the market share. 2 g mobile period mainly to reduce profits to win the market with more and more increasingly weak, now on the basis of consumer psychology to occupy the market and gradually developed into 3 g sales approach in order to occupy the market. Himself after the positive research both at home and abroad marketing theory, to the current domestic market for 3 g research and pany as a case, positive research market conditions in the industry, understand the market now and need to be improved. Do theory basis and use foreign advanced experience, made the experience , enables customers to experience many 3 work products formed at different stages, so that you can do it for the purpose of experience marketing means, thus to achieve the planning to develop safety management program and method. Authors whose aim is