大客户管理文献综述（Major customer management literature review）.docVIP

大客户管理文献综述（Major customer management literature review） Abstract in the era of customer oriented marketing, customer relationship management has become an important strategic measure of enterprises. Big customer is enterprise has strategy The significance of customers, the management of large customers is the focus of customer relationship management. In this paper, the definition of large customer management and management of large customers The main problems are analyzed, and the steps of developing large customers and the Countermeasures for big customer management are put forward Practical problems and solutions in the process of management. Key words: Key Account Management Introduction: to do well in the management of large customers is an effective way for enterprises to seize large customers. Big customer management is to provide customers with quality products and First class service, in order to meet their personalized needs, thereby establishing long-term, stable, efficient and harmonious relationship between large customers. I. definition of key account management: Big customer management is a new term which has been popular in the field of enterprise management in recent years, and more and more enterprises begin to pay attention to it Management of key accounts. So, what is a big Account (Key)? Exactly, a big customer who has strategic implications for the enterprise Small proportion of business customers, but can bring high profits to enterprises. The so-called big customer management is able to maximize customer satisfaction, To provide continuous personalized service / products to meet the specific needs of customers, so as to establish long-term stability of large customer relationships. 1. largest customer Bumett K believes that the core of enterprise management is core customer relationship management. No enterprise can attempt to satisfy all the customers in the market Demand, not only that, the enterprise chooses the target customer also to have