重点客户管理

飞利浦彩电重点客户管理及发展策略研究

The Research of Philips TV Key Account Management and Development Strategy

重点客户管理就是有计划、有步骤地开发和培育那些对企业的生存和发展有重要战略意义的客户的过程。

Key account management is the process to develop and maintain some key customers that are vital for company .

本文以天津钢管公司（TPCO）为例，对大客户管理（重点客户管理）的高级阶段&建立客户联盟的运作模式进行了研究。

Taking Tianjin Pipe Corporation ( TPCO ) as an example , this thesis makes a study on advanced stage of major customer management , i.e. the operation patterns of establishing customer intimacy .

提高重点客户管理能力，建立合理架构，达成优秀的市场执行。

Improve Key Account customer management capability , and build up reasonable structure to achieve market execution excellence .

第四，阐述了工程设计咨询企业重点客户管理策略，针对工程设计企业的特点，提出了重点客户管理的具体实施方法。

Furthermore , this paper expatiate on the key customer management strategy of engineering design consultation enterprise , in terms of the characteristic of engineering design enterprise , offer a method to put key customer management into practice .

第三阶段的重点是客户关系管理。

The third phase focuses on customer relationship management .

论文的论述重点是SAP客户关系管理系统的确认订单功能模块，主要功能包括：生成确认订单、编辑确认订单、查询确认订单、取消确认订单、中途修改租赁订单、自动生成账单以及自动延长租赁账单。

This paper focuses on confirm orders modules of customer relationship management system , include : to create confirm orders , edit confirm orders , check confirm orders , cancel confirm orders , change rental orders , automatically create billing and automatically extend the deadline of bill .

然后重点分析了客户关系管理中客户评价的方法和过程；

Secondly , the thesis researches the way and the process of client evaluation in CRM system .

为了提高成品油零售企业的竞争力，重点介绍了客户关系管理的过程、客户状态、客户满意度和客户成本，以及宏观客户关系管理系统的建立等项内容，并就实施客户关系管理提出了见解。

Procedure of client relation management , status of client , degree of client satisfaction , and cost are introduced . Views on how to implement client management are presented .

结合863/CIMS项目的实施方案，主要分析了客户关系管理系统的系统结构及其功能设计，并重点介绍了客户销售管理、市场管理、客户支持和服务管理及数据库管理的设计方案。

Based on the background of 863 / CIMS project , the paper analyzes the system framework and function modules of CRM , and mainly describes the designs of sale management , market management , supporting and services and database management of customs .