The Study On Application Of Relationship Marketing Strategy In Telecom-Equipment Company

To speed up the process of informationization, the investment for basic telecom networks of China had kept up increase for near 20 years since 1980s,The increment of each year was over 40%,This value was much larger than that of GDP of the same period. The telecom equipment companies growed up correspondingly and became an industry of greatest potential and fastest growing. Large telecom equipment manufactures like HuaWei, ZhongXing, DaTang, JuLong, JinPeng growed up. Telecom market of China in that time was a market in growing, The demand for equipments from Telecom operators increased every year, thus the market is a seller's market. After continuous investing, a modern telecom network which can provide all types of services and advanced technology is set up, It covers all of the country and can communicate with the world well.From the year of 2002, the market of China Telecom industry changed greately along with the reform and recombination of China Telecom. Monopoly by one or two operators is broken, Several big operators are in leading position, some small operators participate in,They competete against each other for market share. Besides,current network can fulfil the basic service requirement after 10 years'development, thus the demand for equipments is reduced. In this situation, traditional business model of telecom equipment enterprises can not meet the requirement of telecom customer. How to change the market strategy to suvival from competition and develop successfully becomes the most important task of telecom equipment enterprises.This article analyze the character of telecom market,the competition within telecom industry, Provide the theory, strategy, methodology for telecom equipment enterprises to realize the relationship marketing, Use the concept of relationship marketing to investigate, analyze, research and resolve the problems happened in business activities.