增值销售VALUEADDEDSELLING--GVR加油机国内市场增值销售策略研究

《增值销售VALUEADDEDSELLING--GVR加油机国内市场增值销售策略研究》由会员上传分享，免费在线阅读，更多相关内容在学术论文-天天文库。

1、Y8G2G95对外经济贸易大学工商管理硕士(船A)学位论文论文题目：增值销售(Value-addedSelling)一一GVR加油机国内市场增值销售策略研究关键词：增值销售加油机GVRKeywords：Value_addedSelling，Oildispenser,GVR研究生姓名：李洪毅学号：200320331120647导师姓名：熊伟论文起止时间：2005．11—2006．04ABSTRACTFromtheinventionofthefirstcarintheworld，thegasstationforfuelingthe

2、Caristhetide．Carindustryblooming，privateCarincreasinggreatly，petroniumretailgrowingfast，moregasstationsetuplikethebambooshootafterraining．Thereare42petroniumdispensermanufacturesinChinain2004，thetotalsalesis80，000hosesin2004．Bytheendof2004，inChina，thereare42dispense

3、rmanufacturerswithtotalsalesof80，000hoses．China’SWTOentryandmultinationaloilcompanyenteringChinamarketgivedispenserindustryunprecedentedopportunityandchallengeofdevelopment．Thereisnoanybigdifferenciationintheproductandserviceofthedispensermanufacture．Itdrivesthefocu

4、softhecustomerturntothepricefromthesalneproductandsameservice．Moreandmoremanufacturesaretrappedinthebattleoflowprice．Theresourceowedbycorporationisexhaustedandthesustainabledevelopmentisn’tachievedforever．Value—addedsellingisthecommercestudywhichisconsumerorientedan

5、dcanbringspecialbenefittocustomer．Itistheusefulweapontogetadvantageinnewenvironment．Therefore，it’Sthelinchpinofthesustaineddevelopmentofcorporatehowtoachievemoreeffientvalue—addedsellingthancompetitorinSOfiercemarketcompetition．111ekeypointofthesis：Introducethetheor

6、yandcompareitwithtraditionalselling．ToanalysethecircumstanceinthedispenserindustryandGVRChinacooperation，bringsforthvalue—addedsellingstrategyandmethodonthebasisoftheabovetheory．MorefocusonVOC(VoiceofCustomer)，enhancethedevelopmentcapability，leanmanufacture，branding

7、andchannelmanagement，settingupthevalue—addedcooperationandfocusonthevalueandrequirementofcustomer．Thisthesisconsistsof5chapters．Chapter1isabouttheimportantTTmeaningoftheselectedstudyofthethesis．Chapter2introducesthevalue—addedsellingtheory；definesconceptofvalue—adde

8、dsellingandcomparesthedifferencebetweenitandtraditionalone．Chapter3isaboutananalysisoninternalandexternalenvironmentofdispenserindustryand