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影響工業(yè)品企業(yè)對營銷模式的選擇的最重要因素是客戶，而對客戶來說，起影響作用最主要的是企業(yè)的產(chǎn)品在客戶產(chǎn)品處的價值權重，因此價值權重是營銷模式?jīng)Q策的關鍵。 影響權重的因素很多，歸納以后主要有以下兩個：
（1）對客戶成本的權重---工業(yè)品的價格、服務、技術，多大程度上降低或增加了客戶的采購總成本；
（2）對客戶產(chǎn)品銷售力的權重---工業(yè)品的價格、技術、服務、品牌，多大程度上能夠支撐客戶產(chǎn)品銷售更高的價格、或者（和）更大的銷售量、或者降低傳播成本。

廈門市哲控工業(yè)設備有限公司
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