工业品市场与消费品市场有着显著不同:客户主要是企业或组织,多是专业性购买、理性购买,重视契约功能,希望建立长期关系;产品标准和参数规范性强,技术含量较高;购买方式为非冲动型购买,购买程序复杂,往往需要长时期酝酿,多部门、多层次的集体决策。但是,在实践中,很多企业却沿? There are significant differences between the market of industrial goods and the market of consumer goods: the clients are mainly enterprises or organizations, mostly purchasing professionally, buying rationally, focusing on the contractual function, and hoping to establish long-term relationships; the product standards and parameters are normative and have high technical content; For non-impulse purchase, the purchase process is complicated, often require long-term brewing, multi-sectoral, multi-level collective decision-making. However, in practice, many companies have followed?