浅议钢铁企业的营销模式

结合安钢的钢管营销模式，从市场信息管理、销售渠道建设、销量分解机制、价格调控机制以及产销互动的有机结合等五个方面对钢铁企业的营销模式进行了分析和探讨。     

市场经济体制下我国钢铁企业营销模式分析

文章对市场经济体制下我国钢铁企业的营销模式展开论述,提出社会化大分工和钢铁产品属性决定了企业渠道策略、市场价格形成机制决定了企业价格策略的观点.     

中国钢铁企业营销渠道的问题分析

文章详细地归纳了我国钢铁企业营销渠道的类型,总结了各销售渠道销售钢材的特点,并在分析钢铁企业营销渠道现状的基础上,进一步找到了营销渠道存在的问题,提出了营销渠道的改进方法,并对渠道建设的发展趋势作出了分析。在钢铁行业的微利时代,为钢铁企业的营销渠道的健康发展提供合理化建议。     

2011年22类钢材分渠道销售情况

2011年，参与钢铁工业协会营销统计的79家会员钢铁企业在国内销售钢材45481．1万吨，比2010年多销2429万吨，增幅达5．64％。分析22类钢材各自渠道销售情况，有助于我们分析并掌握每一类钢材的渠道流通属性。     

实施营销渠道多样化组合创造利润最大化

自2005年起,济钢采取多样化组合营销渠道建设,大力开展两方直供、三方直供、加工配送、重点工程、现货市场等多种形式的直供销售方式,结合以中间商销售为主的代理、分销等营销渠道建设,即满足了广大生产企业钢材需求,提高了品种钢销量,降低了销售费用,又增加了销售收益,改进了单一间接渠道的销售局面,完善了直供渠道和间接渠道相辅相成组合渠道策略,实现了利润最大化。     

浅谈钢铁企业驻外销售分支机构的功效发挥

钢铁企业驻外销售分支机构具有了解市场一线的实际需求，反馈市场价格变化的即时信息，延伸企业服务、建立终端用户群体等职能。应从扩大知名度，培育美誉度，丰富销售渠道；把握市场脉搏，创新销售模式；培育忠实用户群体和营造市场机会；加强行业自律，稳定市场价格等方面采取措施，充分发挥驻外销售分支机构的职能。     

直供直销—与用户共赢共享的桥梁

直销是生产商、制造商直接将产品或服务提供给最终消费者的方式,是产品短渠道营销的一种模式。通过销售渠道的扁平化,可以减少供应过程的中间环节,     

中小型在线旅游企业网络销售渠道的构建

Internet的出现给旅游企业的营销带来深刻的影响.网络直销渠道和网络间接销售渠道是网络营销的二种方式.因此,中小型在线旅游企业如何构建网络销售渠道显得尤为重要.     

合理选择分销渠道有效提高企业市场占有率

分销渠道是企业的无形资产。本文通过对企业分销模式、分销渠道策略、分销渠道管理几个方面的再认识,介绍了企业如何合理选择分销渠道,并结合铝厂分销渠道模式探讨了今后企业分销渠道的发展方向。     

钢铁企业发展钢材直供的思考与对策

分析了钢铁企业目前营销渠道现状及发展趋势，总结钢材直供的形式、特点、合作方式，为钢铁企业发展直供提供了一些问题关注点及相应的对策。     

谈包钢驻外销售机构的管理

市场是企业的生命.从根本上说,谁掌握了营销渠道,谁就掌握了消费者,掌握了市场.包钢外埠机构的地理位置和市场环境决定了在市场竞争中必须采取灵活的营销策略,与客户建立长期稳定的销售关系,才能稳定扩大产品的市场占有率.     

驻外销售分公司计算机远程管理系统的开发与应用

介绍了安钢计算机远程销售业务管理的开发应用情况。该系统采用普通电话线的分布式数据传输模式,实现了总部对驻外销售分公司的帐目、库存结构、价位、销量等运营情况的计算机实时跟踪管理,杜绝了滚动结算、无款发货、少款多发等人工操作造成的违规现象,提高了销售管理效率。     

企业竞争力的核心--市场营销

对中国加入WTO后企业面临的新市场环境下的市场营销策略进行了分析探讨,认为企业必须全面地应用现代化市场营销的观点和理念对现有营销模式进行改造和完善,转变观念,紧紧抓住企业竞争力的核心——市场营销,才能与用户构建互利互赢的长期稳定的销售伙伴关系。     

Personality and ability factors in sales performance.

A variety of personality and ability tests were utilized in a study devised to isolate effective predictors of sales success and to study the various factors in sales performance. The Ss were 65 dealer salesmen employed by a mojr petroleum company. Objective criterion measures were developed using sales figures covering a 4-year period. After cross-validation 2 tests emerged as reliable predictors. The Wechsler Adult Intelligence Scale Arithmetic subtest yielded correlations with criterion measures in the low .30s. The Tomkins-Horn Picture Arrangement Test yielded correlations in the high .50s. On the latter test measures of dependence, sociophilia, self-confidence, and happiness were found in association with successful sales performances; measures of low aggression, sociophobia, and strong superego were found in association with poor performance. From Psyc Abstracts 36:05:5LD06M. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

强化市场营销推动企业发展

本文论述了企业市场营销活动与企业发展的关系，企业的市场营销是在市场经济形势下推动企业发展的有效动力，是企业获得良好经济效益的重要环节，是维持企业生存的重要因素。     

对当前钢铁市场营销环境的分析

文章简要阐述了在市场经济下,包钢销售工作的特点及相应的销售策略,如何提高单位的经济效益,在中国加入WTO后所实施的经营对策.     

Review of The psychology of successful selling.

Reviews the book, "The psychology of successful selling," by Richard W. Husband (see record 1954-03433-000). The reviewer notes that this book is directed to all salesmen to aid them in their daily work. Its emphasis is on sales tactics, from finding your prospects through approaching him and overcoming his resistance to closing the sale. There is also a short section concerning the selection of salesmen, helping him to compare his traits with those of successful salesmen. This book is not intended to be a professional book for psychologists; rather it is deliberately designed to be easy, informal reading without technical language or reference to experiments or statistics. In general, there is little in the book to recommend it even to sales managers or salesmen over the many other volumes written in this field. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Evaluating territorial sales efforts.

"The purpose of this investigation was to provide a better method of evaluating the sales efforts of different state sales organizations in the marketing of automobile insurance. Nineteen measures representing quantitative production achievements, manpower statistics, over-all market statistics, amount of business in the area, and combinations of these were factor analyzed. Five factors emerged, two of which were not evaluative measures and three that might ultimately be used as such. The five factors were: Absolute Size, Potential per Agent, Over-all Effectiveness, Manpower Utilization, and Rate of Growth. Although the first two factors were not directly associated with the evaluation of the states, their presence gave some additional knowledge about the other three factors." (PsycINFO Database Record (c) 2011 APA, all rights reserved)     

Oral communication and sales effectiveness.

The relationship between oral communication and sales effectiveness was investigated. 2 equatable groups of working sales people, a more effective "high" group and a less effective "low" group, were compared in terms of selected aspects of their communication behavior. Findings indicated that evaluations of basic oral communication skill (including listening) reliably differentiated between the 2 groups. Sales methods such as using "emotional appeals" and "dramatizing" also distinguished between the more effective and the less effective sales people. Results suggested: that evaluations of basic oral communication skill by a trained interviewer should be one valuable indicator of sales success; that communication training programs should subordinate fragmental, relatively isolated details of communication behavior to consideration of generalized communication skill; and that sales people who are inferior in basic oral communication skill will also be less effective in utilizing specialized persuasive techniques. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

对钢铁企业营销模式的分析

介绍了钢铁企业营销模式的发展历程,对现有营销模式的利弊做了较为系统与详尽的阐述,针对目前钢厂营销模式的优缺点,分析了钢厂营销模式的发展方向和具体构想。