Key Account Management knowledge and thinking.docVIP

 PAGE \* MERGEFORMAT 7 Key Account Management knowledge and thinking Major customers, also known as key customers, key customers, KA (key Account), is a seller’s market, clients considered to have strategic significance. At present, the ‘Account Management’ right we are no longer an unfamiliar term, and more and more enterprises start talking about large customer management, and began to try to account management. Key Account Management is the seller used a method aimed at tailor-made for customers through continuous product / service to meet customer’s specific needs, in order to cultivate a loyal big customer. Tobacco companies are going to implement Key Account Management Key Account Management is a developing trend is ‘customer-centric’ strategic thinking of marketing a specific embodiment, because the relationship between marketing strategy direction for the future development of enterprises, development of roads and development initiatives. The 21st century is the electronic age, the tobacco industry is being gradually set up a customer-centric, network carriers, personalized service, featuring a new e-business models in order to achieve the needs and services, electronic matching, and with a variety of electronic means for each of specific clients to provide comprehensive personalized service. Personalized service will no doubt greatly enhance customer satisfaction, but also will make the business more and more marketing costs. In order to reduce the cost of blind marketing, corporate customers need to analyze their inputs are mainly used to create more profits for their clients there. Which customers create more profit? Italian economist Vilfredo Pareto proposed Pareto theorem, known as the ‘rule 28’, this rule shows that 80% of the results of things because of an additional 20% of the causes. It applies to client management, indicated that 80% of its sales revenue comes from only 20% of the total number of customers, the company 80% of the profits