Research On Loan Marketing Strategy Of Small And Medium-Sized Enterprises By Sale Department In Gansu Branch Of China Contruction Bank

The small and medium-sized enterprises have been an important force in promoting China’s sustainable economic growth,and gradually becoming the main body of China’s economic development.However,for various reasons,on the one hand, the small and medium-sized enterprises have difficulty in getting their loan.On the other hand,large state-owned banks have problems for lack of quality loan customers in small and medium-sized enterprises.This paper is written to analysis the representative problem,to suggest effective solutions on large state-owned banks how to carry out marketing in customers of small and medium-sized enterprises with the methods of initiative,scientific and systematic,and how to cultivate high quality small and medium-sized enterprises customer groups to develop.Based on the working practice,this paper has made an analysis of the current loan situation in small and medium-sized enterprises,revealed the problems which are existing in marketing.Meanwhile,it also analysed the marketing environment of small and medium-sized enterprises’loan,proceeding from the market environmen,competition and customers.Marketing theory,different sale strategy and4ps of marketing combinatorial theory were applied in the practice. Some suggestions for further study are proposed,business department should extend the relational policy on high quality customer of small and medium-sized enterprises.Therefore,five goals of marketing strategy and three steps were put forward.Market orientation strategies (five species of competitive advantage,three target markets and five species of target customers) are to be clear through this research.From product,price,place and promotion,the paper describes the cooperation marketing in detail according to the different development periods and different target markets.The analysis of the existing problems which can be used to improve marketing status of business departments.In order to achieve improved marketing status of small and medium-sized enterprises’financing from business departments,and to make a great progress in business development in the future.Finally,it should improve the level and performance of strategic marketing and the service type should be rich,it has been regarded as a strategic objective,which should be re-adjusted as to reach the profit-marking model.