上海電力市場(chǎng)營(yíng)銷策略研究.pdf

1、Y95五513學(xué)校代碼：10246學(xué)導(dǎo)：S04E025044後衛(wèi)大學(xué)碩士學(xué)位論文(專業(yè)學(xué)位)上海電力市場(chǎng)營(yíng)銷策略研究系(所)：專業(yè)：姓名：工作單位：指導(dǎo)教師：完成日期：管理學(xué)院高級(jí)管理人員工商管理王正齡上海市電力公司孫一民副教授2006年4月18日S04E0251M4王正齡上海電力市場(chǎng)營(yíng)銷策略研究AbstractInthispaperthehistoricdevelopmentandreformofShanghaiElectricPow

2、er(SEP)isintroduced，andtheenvironmentofSEPmarketingsalesisalsoanalyzedindifferentwaysunderthenewcircumstancesofelectricpowerreform，especiallyfortakingthemethodofSWOTanalysis，thefollowingconclusionisfinallyachieved，thatis

3、“thoughShanghaiMunicipalElectricPowerCompany(SMEPC)ownsthemarketsalesresourcesingoodcondition，howtoeffectivelyuseresourcesaswellasthesalesabilityforadaptingtothechangesofmarketispoorandthefunctionofsalesorganizationisals

4、oneedtoconsummated”Fortheauthor’sopinion，SMEPCshouldhighlypayattentiontotheConstructionofthecapacityofmarketingsales，soastopromotetheefficiencyofsalesresourcesWeshouldmainlypayattentiontothecustomers’requirementswhenchoo

5、singsalesstrategyespeciallyfortherequirementsofobjectedcustomersThegroupsofcustomersaredetaileddividedusingtheintegratedvalueAccordingtothecustomer’srequirements，thedifferentkindofsalesstmtegiesareadopted，soastoimproveth

6、evaluecontributiontoSMEPCfortheobjectedcustomersMeanwhile，usingtheconceptofrelativesales，wecalldeal、vitlltherelationwithinenterpriseandstaffs，enterpriseandcustomers，enterpriseandproviders，enterpriseandinfluencingpeople，s

7、oastobuildharmoniccompanionrelationship研miIlenterpriseandallcorrelativeinterestgroup，andfinallychangedthesalesconceptofSEEMoreover，relyingonelectricpowerreformandcurrentlydeficiencyofelectricitysupplywecanconsummatethepr

8、icearchitecture，andcontinuouslyputforwardthenewpricingpolicysuchasimplementingthebatcheddiscountprice，preferentialdiscountprice，timesharingprice，differentialprice，andusingthefunctionofprieelevertoinductelectricityconsumi

9、ng，soastoimprovingtheeconomicbenefitThroughcarryingoutfortheabovemarketingsalesstrategies，thepositionof‘‘richresources，poorcompetence”forenterprisecanbechangedMeanwhile，whenkeepingtheenterprisedevelopmentinahealthywaywes

10、houldsatisfythecustomer’srequirement，participateindesigningthestyleofsociallife，activelyinfluentandhelpcustomers，andkeeptheelectricitysalesinhealthyandmelodicways，sofitstoachieveharmonicunificationfortheinterestwithincus