電信大客戶營(yíng)銷管理的研究.pdf

1、，j。。。i≮‘I“j|，、?！?‘鬻瀵、。磐攀蹇霧；簿≤：，，：j“二：，；器，，，，≥音≤，。，器瓷一0_，o。tABSTRACTWiththereformationandreunionoftheChina’StelecommunicationindustrythetelecommunicationmarketbecomesmoreandmoreopenandthemarketelementshavebasicchangesFrom

2、themonopolizationbyonernnnertotoday’Scompetitionoftheseveral，anewpatternofthetelecommunicationindustryhasfbrmed，Especiallyinrecentyears，ourtelecommunicationindustryhasundergoneawhollynewandintensecompetitiveenvironmentBe

3、causeofthecharacteristicsofthecommunicationsservicewhichmakesahighprofitinthekeyaccountsmarket，thekeyaccountsbecomethemostvaluablecustomersoftherunnersandthekeyaccountmarketbecomesthefightingfocusofthecompetitorsHowtoman

4、ageandservethesekeyaccountsandhowtofindabestmarketingandservingmodearenewtothoserunnersofthisindustryTheyhavetogoforwardthroughprobingandprobewhileadvancingThemanagementofthekeyaccountmarketistheoutcomeofthedevelopmentan

5、dreformationoftheChina’StelecommunicationindustryItalsohasbecomethemostinterestedtopicwhichmakestoday’Scommunicationsvoatnerspaycloseattentionto。TheauthorhasservedinChina’stelecommunicationindustryforyearsandhasthreeyear

6、skeyaccountsservingexperiencesHehaspersonalunderstandingofthestateoftoday’smarketingmanagementofthekeyaccountBygeneralizingandsummarizingthepresentstateofkeyaccountmarketingmanagement，heputforwardseveralmaintacticsThisth

7、esisisbasedOntheanalysisofthecustomer’spurchasingbehaviorthecustomervalue，therelationshipmarketingandonetoonemarketingItbeginsfromtheparticularsofthemarketandcustomersandthendrawsforththedefinitionandreviewofthekeyaccoun

8、tsbythetheoryfieldandthusexpoundsthedefinitionandcharacteristicsofthekeyaccountsandmarketingmanagementofthekeyaccountsTheauthorstateshispointsbyanalyzingandexploringthekeyelementsofcustomermarketingmanagementandthemainpr

9、oblemsofthepresentTheauthorthinksthatinthetelecommunicationkeyaccountsmarketingmanagementweshouldimproveandadoptthemodeofstationservice，tacticsofserviceextending，tacticsofdifference，personalizationandhumanizationofkeyacc