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In recent years, as vigorously promote national telecommunications reform, particularly in the telecommunications split makes the Chinese telecom market competition is becoming increasingly fierce. Large customers is the main source of income of the telecom business, and therefore become the focal point of major telecom operators. The face of the rapidly changing telecommunications market, Shijiazhuang Netcom aim is \\The paper uses the case study method, inductive analysis, five forces model analysis, the first big customer marketing, services marketing theory are discussed. Secondly, to conduct research on the demand characteristics of the market in which competition in the marketing of Shijiazhuang Netcom large customers and large customers, in-depth analysis of the advantages and disadvantages faced by the Shijiazhuang Netcom, the trend of the development of opportunities and threats, as well as customer demand. Third, the analysis of the company's large customer marketing status quo, pointing out that the problem of big customer marketing, especially the internal mechanisms are inadequate, a single marketing strategy, a lack of in-depth market research, large customer resource management is not enough science, in order to Next, develop marketing strategies, to solve the problem laid the foundation. Fourth, from the product, price, place, promotion, human resources, tangible demonstration of the service process seven Shijiazhuang Netcom should take customer marketing strategy. Each marketing strategy and strive to meet the company's actual strategy has targeted and operability, while the use of new marketing theory and marketing strategy developed scientific and forward-looking. Finally, according to develop a large customer marketing strategy, the company must establish the business philosophy of the pursuit of long-term customer value customers, implementation of integrated marketing, relationship marketing strategy accordingly implementing the recommendations. Customer marketing strategy, the text of which is to develop the vision, research competition for large customers and expanded competition in Shijiazhuang, China Netcom Corporation should be taken in order to give full play to their own strengths to overcome the drawbacks of not conducive to large customer marketing, weaknesses, and improve the large customer service overall level, seeking maximum growth in enterprise efficiency.
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