上海舜业钢铁集团有限公司营销策略研究摘要钢铁流通行业关系国家经济命脉，对我国能否持续保持快速稳定的发展起到了重要的保障作用。近年来，随着我国经济建设快速发展，钢材需求量逐年递增，钢铁流通业随之崛起，钢铁物流企业数量越来越多。面对激烈的竞争形势，关键是要把握好市场，而对于钢铁物流企业来说，如何依据客户需求调整自身的营销策略，在重新树立品牌形象的同时，建立良好的客户关系，已经成为了新时期钢铁物流企业的重要课题之一。本文根据营销组合的相关理论，对上海舜业钢铁集团的营销策略进行了深入的分析，并基于舜业集团渠道合作模式、客户关系和品牌意识方面的不足，提出以下建议：与钢厂建立战略联盟，积极采用佣金代理制，加快业务的调整升级；建立客户关系档案，区别重点客户与一般客户，加强客户关系的维系；通过提升服务质量、加强宣传活动、注重口碑营销来扩大品牌认知度。关键词：钢铁流通；营销策略；渠道；客户关系；品牌TheResearchonMarketingStrategyofShanghaiShunyeIronandSteelGroupCo.,Ltd.AbstractIronandsteelindustry,thelifelineofcountrieseconomic,haveplayedanimportantroleinsafeguardingthefastand.Inrecentyears,withtherapiddevelopmentofChineseeconomicconstruction,steeldemandisincreasingyearbyyear.Thesteelcirculationindustryappearsonthehorizonandsteellogisticsenterprisesaremoreandmore.Itisthekeytograspthemarketforenterprisesfacingthefiercecompetition.Howtoadjustitsmarketingstrategybasedontheneedsofcustomerstoestablishabrandimageandgoodcustomerrelationshasbecomeoneoftheimportantissuesduringthenewperiod.AccordingtothetheoryofmarketingmixthispaperdeeplyanalysisthemarketingstrategyofShanghaiShunyeIronandSteelGroup.Basedontheco-placemodeofShunyeGroup,customerrelationshipandbrandawareness,thepaperproposesthefollowingrecommendations.ShunyeIronandSteelGroupestablishstrategicallianceswithsteelenterprisesandactivelyusecommissioningagency.Andithastospeeduptheadjustmentofbusinessupgrading.Shunyeshouldbuildfilesofcustomerstodistinguishthekeycustomersandthegeneralcustomersandmaintaincustomersupgrading.Shunyeshouldbuildfilesofcustomerstodistinguishthekeycustomersandthegeneralcustomersandmaintaincustomers.Shunyealsoshouldexpandbrandawarenessbyimprovingservicequality,strengtheningthepromotionandpayingattentiontowordofmouthmarketing.Keywords:ironandsteeldistribution,marketingstrategy,place,customerrelationship,brand目录TOC\o"1-3"\u1绪论PAGEREF_Toc264845875\h11.1研究背景PAGEREF_Toc264845876\h11.2研究目的及意义PAGEREF_Toc264845877\h11.3国内外理论研究成果综述PAGEREF_Toc264845878\h21.3.1国外营销组合理论成果