本文通过对造成目前铁路货运营销工作滞后的原因分析.指出根深蒂固的“铁老大”思想是造成我国铁路运输生产与营销脱节的根本原因。针对这些原因.作者从转变观念、加强人才培训、建立完善的激励机制、建立反映市场动态的信息处理机制等六个方面提出了铁路提高货运营销质量的对策。 This article analyzes the reasons that cause the lag of railway freight marketing at present, pointing out that the root cause of the deep-rooted “iron boss” thinking is to cause the railway transportation production and marketing in our country to be out of line. In view of these reasons, the author puts forward some countermeasures to enhance the marketing quality of freight transportation from six aspects: changing concepts, strengthening personnel training, establishing perfect incentive mechanism and establishing information processing mechanism that reflects market dynamics.