Key Account Management of Chinese enterprises and the way the basic issues.docVIP

 PAGE \* MERGEFORMAT 16 Key Account Management of Chinese enterprises and the way the basic issues In a globalized market competition environment, with personalized customer requirements, diversification and demand levels increase, the main thrust of Chinese enterprises in order to end in order to price competition as the core means of homogenization of the marketing model has come to at the end and substituting into the main features of the big differences in customer marketing model has increasingly become the marketing innovation of Chinese enterprises an option, and pursued by Chinese enterprises have become a kind of ‘management fashion’. However, I believe this kind of management of Chinese enterprises to fashion into a strategic management capacity of enterprises, and become a source of competitive advantage also need a process of long-term efforts. Key Account Management as an enterprise of a long-term, strategic business management behavior, all staff need to reach a consensus on values, requires a corresponding change in the organization and processes, the support of entrepreneurs and managers need to act and the ability of the transition upgrade. During the consultation practice, I see a lot of companies in the implementation of large customer management process, there are still several issues. Key Account Management and Business Strategy touch Major clients, is essentially a strategic business customers, large account management and customer adoption of the essence of the formation of long-term strategic partnership in order to win the two-way long-term value. The so-called bi-directional long-term value, on the one hand refers to the business from their customers to obtain long-term value for life; the other hand, enterprises products and services through continuous and continuously provide our customers with long-term sustainable value, in order to win customer loyalty. Therefore, it has three basic objectives: 1, through the large customer m