The Research Of C Corporation Microwave Digestion Equipment Procurement Decision Makers Perceived Value And Marketing Strategy

In recent years, the domestic food safety accident-prone, for chemical analysis instrument for the detection of food safety is a big challenge, but also an unprecedented opportunity for development. C Company as a veteran of nearly two decades of operations in mainland China specifically for the chemical analysis of the food safety monitoring instrument manufacturers have encountered in recent years, the company’s internal and external, such as the rise of competing brands in the market caused by pressure and internal sales North-South differences and other issues, at the same time this year to coincide with the company has new products coming to market. This paper describes the industrial products and industrial marketing, customer relationship management, customer perceived value and customer perceived value management theory, research universities, research institutions, enterprises and institutions in the procurement process, procurement decision makers perceived value suggested that the company must strengthen the training of sales staff selling skills and sales ability to promote products and brand influence in the market as well as after-sales service to enhance customer perceived value, and enhance product competitiveness in the market and competitive advantage. The conclusions of this study have the reference value to the company C about the new products listed and adjust the new market strategy.