This paper aimed at researching big order selling. In the past, there were very few researches based on this in China. Therefore, in this paper, relevant literatures will be reviewed again, and theories such as “strategic marketing analysis” and “4Ps”, which were widely used in studying transaction costs and marketing tactics, will be employed to study the big order selling. In addition, research approaches of literature survey, case study, induction and comparative analysis have also been used. Generally speaking, big order selling is quite different from other orders; this paper explores how to successfully complete it. Firstly, this paper analyzes the characteristics, essences, and prerequisites of big order selling. Then, it introduces the theory of strategic marketing analysis. This paper’s author points out that it is critical to build up a sort of adapting organizational structure, which further carries out the principle of relationship marketing and fleshly explains 4P tactics with the four kinds of costs derived from the theory of strategic marketing analysis. This paper also offers some concrete suggestions such as paying more attention to the process, emphasizing demand surveys, attaching importance to two types of costs: information searching cost and moral crises cost, using epilogue skills with caution, and so on. The findings of this study include following standpoints. First, the purpose of big order selling is to offer a systematic solution to thorny problems facing customers. Second, big order sales are typically complex purchases. Customers have high requirements for a company’s prestige. Third, the ultimate total cost borne by customers play s a key role in big order sales. In short, this paper aims to provide some theoretical guidance and reference for those who specialize in big order selling.
| Published in | Science Journal of Business and Management (Volume 9, Issue 1) |
| DOI | 10.11648/j.sjbm.20210901.14 |
| Page(s) | 39-46 |
| Creative Commons |
This is an Open Access article, distributed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits unrestricted use, distribution and reproduction in any medium or format, provided the original work is properly cited. |
| Copyright |
Copyright © The Author(s), 2024. Published by Science Publishing Group |
Big Order Selling, Relationship Marketing, Strategic Marketing Analysis
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APA Style
Huang Dong. (2021). Study on Big Order Selling in the Framework of Strategic Marketing Analysis. Science Journal of Business and Management, 9(1), 39-46. https://doi.org/10.11648/j.sjbm.20210901.14
ACS Style
Huang Dong. Study on Big Order Selling in the Framework of Strategic Marketing Analysis. Sci. J. Bus. Manag. 2021, 9(1), 39-46. doi: 10.11648/j.sjbm.20210901.14
AMA Style
Huang Dong. Study on Big Order Selling in the Framework of Strategic Marketing Analysis. Sci J Bus Manag. 2021;9(1):39-46. doi: 10.11648/j.sjbm.20210901.14
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Download@article{10.11648/j.sjbm.20210901.14,
author = {Huang Dong},
title = {Study on Big Order Selling in the Framework of Strategic Marketing Analysis},
journal = {Science Journal of Business and Management},
volume = {9},
number = {1},
pages = {39-46},
doi = {10.11648/j.sjbm.20210901.14},
url = {https://doi.org/10.11648/j.sjbm.20210901.14},
eprint = {https://article.sciencepublishinggroup.com/pdf/10.11648.j.sjbm.20210901.14},
abstract = {This paper aimed at researching big order selling. In the past, there were very few researches based on this in China. Therefore, in this paper, relevant literatures will be reviewed again, and theories such as “strategic marketing analysis” and “4Ps”, which were widely used in studying transaction costs and marketing tactics, will be employed to study the big order selling. In addition, research approaches of literature survey, case study, induction and comparative analysis have also been used. Generally speaking, big order selling is quite different from other orders; this paper explores how to successfully complete it. Firstly, this paper analyzes the characteristics, essences, and prerequisites of big order selling. Then, it introduces the theory of strategic marketing analysis. This paper’s author points out that it is critical to build up a sort of adapting organizational structure, which further carries out the principle of relationship marketing and fleshly explains 4P tactics with the four kinds of costs derived from the theory of strategic marketing analysis. This paper also offers some concrete suggestions such as paying more attention to the process, emphasizing demand surveys, attaching importance to two types of costs: information searching cost and moral crises cost, using epilogue skills with caution, and so on. The findings of this study include following standpoints. First, the purpose of big order selling is to offer a systematic solution to thorny problems facing customers. Second, big order sales are typically complex purchases. Customers have high requirements for a company’s prestige. Third, the ultimate total cost borne by customers play s a key role in big order sales. In short, this paper aims to provide some theoretical guidance and reference for those who specialize in big order selling.},
year = {2021}
}
TY - JOUR T1 - Study on Big Order Selling in the Framework of Strategic Marketing Analysis AU - Huang Dong Y1 - 2021/02/26 PY - 2021 N1 - https://doi.org/10.11648/j.sjbm.20210901.14 DO - 10.11648/j.sjbm.20210901.14 T2 - Science Journal of Business and Management JF - Science Journal of Business and Management JO - Science Journal of Business and Management SP - 39 EP - 46 PB - Science Publishing Group SN - 2331-0634 UR - https://doi.org/10.11648/j.sjbm.20210901.14 AB - This paper aimed at researching big order selling. In the past, there were very few researches based on this in China. Therefore, in this paper, relevant literatures will be reviewed again, and theories such as “strategic marketing analysis” and “4Ps”, which were widely used in studying transaction costs and marketing tactics, will be employed to study the big order selling. In addition, research approaches of literature survey, case study, induction and comparative analysis have also been used. Generally speaking, big order selling is quite different from other orders; this paper explores how to successfully complete it. Firstly, this paper analyzes the characteristics, essences, and prerequisites of big order selling. Then, it introduces the theory of strategic marketing analysis. This paper’s author points out that it is critical to build up a sort of adapting organizational structure, which further carries out the principle of relationship marketing and fleshly explains 4P tactics with the four kinds of costs derived from the theory of strategic marketing analysis. This paper also offers some concrete suggestions such as paying more attention to the process, emphasizing demand surveys, attaching importance to two types of costs: information searching cost and moral crises cost, using epilogue skills with caution, and so on. The findings of this study include following standpoints. First, the purpose of big order selling is to offer a systematic solution to thorny problems facing customers. Second, big order sales are typically complex purchases. Customers have high requirements for a company’s prestige. Third, the ultimate total cost borne by customers play s a key role in big order sales. In short, this paper aims to provide some theoretical guidance and reference for those who specialize in big order selling. VL - 9 IS - 1 ER -
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