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影響工業(yè)品企業(yè)對(duì)營(yíng)銷(xiāo)模式的選擇的最重要因素是客戶(hù)，而對(duì)客戶(hù)來(lái)說(shuō)，起影響作用最主要的是企業(yè)的產(chǎn)品在客戶(hù)產(chǎn)品處的價(jià)值權(quán)重，因此價(jià)值權(quán)重是營(yíng)銷(xiāo)模式?jīng)Q策的關(guān)鍵。 影響權(quán)重的因素很多，歸納以后主要有以下兩個(gè)：
（1）對(duì)客戶(hù)成本的權(quán)重---工業(yè)品的價(jià)格、服務(wù)、技術(shù)，多大程度上降低或增加了客戶(hù)的采購(gòu)總成本；
（2）對(duì)客戶(hù)產(chǎn)品銷(xiāo)售力的權(quán)重---工業(yè)品的價(jià)格、技術(shù)、服務(wù)、品牌，多大程度上能夠支撐客戶(hù)產(chǎn)品銷(xiāo)售更高的價(jià)格、或者（和）更大的銷(xiāo)售量、或者降低傳播成本。

廈門(mén)市哲控工業(yè)設(shè)備有限公司
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