| Being face with unpredictable, increasingly competitive market, how to identify, attract, retain customers, to make their enterprises in a number of competitors, a focus on enterprise managers to explore the issue. In today's highly developed product, the customer is the final judge of success or failure, which companies can discover customer needs, improve the success rate and customers to develop to meet their needs to provide timely products and service, it can win customer loyalty, thereby enhancing the profitability of the enterprise and to maintain the sustainability of corporate earnings. And customer development is a systematic process, but also sales the first step.By "the theory of inquiry - Organization Writing Case - Case Systems Analysis" three steps to the main system, in which the core areas include: from the customer point of view, large-scale equipment for industrial customers in the development environment for system analysis of the current policy, economic, market and competitive environment, customers will have what effect the decision-making; extracted from the concrete case, in accordance with the core customer identification theory, the sum of industrial customers to identify the characteristics of large equipment; proposed large-scale equipment industry specific client development strategy, and the customer development model building. In the case, SM J frame filter company customers facing the development process of the three main issues are: (1) target the lack of scientific evaluation system; (2) lack of marketing projects and target customers to the information communication; (3) neglect of the importance of maintaining customer relations.In response to these three questions, we conduct a SM company J frame filter analysis, and customer recognition SM J frame filter company customers to develop "personalized" the development of the strategy. Eventually, through a country's nuclear program SM company customers to develop case writing and analysis, the paper is committed to achieving two goals: one for the SM company in the future development of the industrial large-scale equipment to provide clients a systematic pattern of reference and theoretical guidance; another , the hope that through this study, summed up the marketing for the domestic competitive environment, customers in the industrial development model of large equipment, and make relevant theories to fill the relevant studies. |
