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市场营销过程就是企业追求利益最大化、客户追求价值最大化的博弈过程,能够寻找到企业利益和客户价值之间的利益平衡点也就是市场营销活动的魅力所在。工业品采购特点决定客户价值通常情况下,工业品产品的采购具有以下特点:一、采购决策的主体一般是一个小组或委员会,而不是具体的消费者个人。工业项目采购内容多而繁杂,采购金额大而敏感,而且采购事项涉及关联方多(比如设计单位、建设单位、施工单位),采购是
Marketing process is the pursuit of profit maximization, the pursuit of customer value maximization game process, to find the interests of the interests of the customer and the balance between the value of the point that is the charm of marketing activities. The Characteristics of Industrial Procurement Determine the Value of Customers Under normal circumstances, the procurement of industrial products has the following characteristics: First, the procurement decision-making body is generally a group or committee, rather than specific consumer individuals. The purchase of industrial projects is complicated and complicated, the purchase amount is large and sensitive, and the purchase involves more related parties (such as design unit, construction unit and construction unit), the purchase is