大客户营销

浦东发展银行济南分行银行大客户营销管理分析

Pudong Development Bank Jinan Branch Key Account Marketing Management Analysis

工业品营销中买卖双方关系的发展方向也正是大客户营销所追求的长期合作关系乃至结成产业价值联盟。

Key account marketing is the inevitable outcome of the development of the focus on customer and the relationship marketing .

论文专门单列一个章节对HB大客户营销体系实施进行了应用验证，提出了体系的实施保障措施。

A special chapter was separated to test and verify the VIP marketing system of HB company and gave out system guarantee methods .

提出了商业银行ATM机的改造，商业银行新营业网点的建设和大客户营销、大客户服务手段改进等想法和建议。

Suggestions on the transformation of commercial bank ATM , new agency construction of commercial bank and big customer marketing , big customer serving means improvement are also proposed .

长沙电信公司大客户营销策略研究

The Research on VIP Customers ' Marketing Strategy of Hunan Telecom Changsha Branch

深圳电信大客户营销战略研究

A Study on the Marketing Strategies to the Key Customers In Shenzhen Telecom

基于知识管理的电信大客户营销预警管理系统研究

Research on the Marketing Warning System for the Telecommunication Major Customer Based on the Knowledge Management

电信业重组后吉林移动公司大客户营销策略研究

Research on Marketing Strategies of Major Customers of Jilin Mobile Communication Corp. after Reorganization of Telecom Sector

所谓大客户营销，就是针对企业大客户制定的的一系列营销组合方案。

The so-called big customer marketing is set for enterprise big customers a series of marketing combination scheme .

同时，期望本文所建构的方案对于国内其他工程机械企业的大客户营销项目管理具有参考价值。

Meanwhile , expect the program established in this study for other domestic engineering machinery enterprise customers marketing project management with reference .

最后，在前面分析基础上提出北京网通大客户营销管理的具体策略。

Based on these analyses , I put forward some marketing management strategies of key customers of Netcom in Peking in the end .

而大客户营销正是市场上以客户为中心的思想和关系营销发展的必然结果。

But the key customer marketing is precisely the inevitable result of taking the customer as the center and development of the relational marketing .

面临着新环境和新挑战，大客户营销应运而生，并受到越来越多企业管理者的重视。

Facing the new environment and new challenges , the key-account marketing came into being , and has got more and more attention from the business managers .

然后本文从国航的分销策略、促销策略、服务策略、营销渠道的现状出发，分析了现存国航大客户营销中所存在的主要问题。

Then the thesis analyzed main problems existing in VIP marketing of International Airlines , oriented on its strategy of distribution , promotion , service and sales channel .

最后分析了太原网通公司大客户营销的现状及存在的问题，最终制定出以有效满足大客户通信需求和提高运营商收益为目的的个性化营销方案。

By this analysis , the model works out a beneficial individual marketing project which can both satisfy the communication demands and promote the profits of the operator .

四川移动通信公司应着重在塑造优质企业形象、实施服务社会承诺、强化大客户营销、提高网络服务质量和采取灵活的弹性资费策略上下功夫。

SMCC should emphasis on creating excellent figures , making a service promise to the society , strengthening creditable customers marketing , improving the network quality and using flexible price tactics .

第二部分阐述大客户营销的相关理论，主要包括关系营销理论和大客户管理理论，为后续研究提供理论基础。

In the second part , from the relationship marketing theory and account management for chief customers , the theoretical aspects of marketing basic theory are described , which is the basement for further research .

论文力求能提升M公司现存的大客户营销管理水平，同时也期待能为行业内的类似企业在中国市场的大客户业务经营提供一定的参考。

The paper tries to improve the key account management ( KAM ) level of M company in Chinese market , and look forward to provide reference for the enterprise which in the similar field .

从整个行业发展的角度考虑，本文所研究的大客户营销体系对工程机械行业及非公路宽体自卸车行业大客户营销体系建设也极具借鉴意义。

From the view of development of whole industry , the research of VIP customer marketing system in this article is very valuable and worth referencing for engineering machinery industry and widen-body mining truck industry .

然后，从关系营销理论、大客户营销理论、客户全生命周期理论对本研究的理论基础进行了综述，构建了理论框架。

Then , from the aspects of theory of relationship marketing , major customers marketing theory , customers total life cycle theory , theoretical basis of this theory research are reviewed and constructs the theoretical framework .

实施大客户营销的保障措施如建立数据库，组织大客户营销团队等，以期在无序的竞争状态中树立自身的差异优势，形成强势的竞争地位。

Account Marketing for the security measures , such as a database , organizing marketing team and other big customers to the competition in the disordered state set its own differences , and form a strong competitive position .

文章紧接着对上海电信大客户营销现状进行了分析，着重阐述了上海电信的企业战略目标、大客户营销现状，以及现阶段大客户营销存在的问题。

Then the article analysis the strategic target of Shanghai Telecom and the current situation on the VIP customers ' marketing . The article also points out the problems existing in VIP customers ' marketing of Shanghai Telecom .

本研究在理论方面，主要从知识管理的角度，提出大客户营销预警管理概念，分析了电信大客户营销主要风险，成因等；实行大客户运费集中结算深化铁路大客户战略实施

The most important point of the research is to build early-warning indicators system of telecom major clients marketing . Comprehensively Implementing the Centralized Settlement of Major Clients ' Transportation Charges and Continuously Deepening the Carry-out of Major Client Strategy

文章紧接着对长沙电信公司大客户营销所面临的宏观及微观环境进行了分析，并归纳出长沙电信公司开展大客户营销的竞争优势和劣势，以及潜在的机遇与威胁。

Then the article analysis the macroscopic and microscopic circumstances faced by Hunan Telecom Changsha Branch on VIP customers ' marketing , and induces the competitive advantages and disadvantages in addition to the opportunities and challenges on the VIP customers ' marketing .

但目前大客户营销项目管理体系缺乏相应的理论研究和实践积累，项目管理思想不到位、没有达到预期目标。

However , lagre customer marketing project management system is lack of corresponding theoretical study and practice accumulation , project management thoughts is not in the position , and the anticipated goal is not achieved , this paper will research on the system optimization .

第二章主要介绍了大客户营销的相关理论知识，分析了大客户和客户占有率的重要性，如何识别、定位大客户和采取相应战略，以及大客户营销实施过程中的相关问题。

The second mainly introduced the correlation theories of key customer marketing , which analyzed the importance of key customer and customer share , how to distinguish , locate and adopts the corresponding strategy , as well as related questions in key customer marketing process .

项目管理理论与方法逐步被应用在了各行各业的企业内部的生产经营管理、财务管理及营销管理中，现在也被应用到了大客户营销管理中来。

Project management theory and methods are gradually apply to all walks of life , especially within the enterprise . For example , operation management , finance management and marketing management . And now , it also put into use in the key account sales management .

在大客户的营销中导入项目化的管理，已经在其他很多行业得到过应用。

Putting project management into use in key account sales is already applied to many industries .

论文结合散杂货码头特点，研究了散杂货码头大客户管理营销的策略。

The thesis combines the characteristics of bulk & general cargo terminals and researches VIP marketing strategies .

文章以华为公司作为案例研究对象，总结提炼出大客户价值营销的三步曲：价值识别，价值选择，价值提供。

Taking Huawei Corporation as the case research object , this paper summarizes the trilogy of key account value marketing : value recognition , value choice and value providing .