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随着信息社会的到来,通信行业的发展越来越快,各大通信运营商之间的竞争也越来越激烈,怎样能够吸引到政府行业这类大客户,成为各大运营商争夺市场份额的焦点。文章以中国联通某市大客户群体为分析对象,通过对政府行业大客户营销现状进行剖析,然后对政府行业大客户选择供应商的偏好进行探索,最后结合营销4P理论和服务营销理论作出一些精准营销策略的探讨。
With the advent of the information society, the development of the communications industry is getting faster and faster. The competition among the major communications operators is also getting fiercer. How to attract such big customers in the government industry and become the major operators to compete for market share? Focus. This article analyzes a large customer group in a city of China Unicom. By analyzing the status quo of the VIP clients in the government industry, and then exploring the preference of the large customers in the government industry, finally, combining the marketing 4P theory with the service marketing theory, Marketing Strategy.