Study On Key Account's Analysis & Development In Shandong CNC

When oligarch competition situation arised in telecommunications market inchina, the competition for the Key Accounts has been becoming extremely vigorousbetween main ISPs. Shandong Netcom is the dominant ISPs in Shandong Province.The most important research subject of Shandong Netcom how to work out enterprisecompetition strategy both practical and adaptable, to expand the market of KeyAccounts, to reinforce its leading positive advantage and the status of leadership inthis field as well.This article firstly analysised the purchasing behavior of Key Accounts in spaceitem. Meanwhile, it inerpreted the Life Cycle of Key Account in time item. Itformulated the behavior characteristic of Key Account comprehensively and deeply inorder to draw up available competition strategy. Secondly, this article analysised theKey Accounts drain of Shandong Netcom and forecasted the drain by regressionalanalysis methods. Further, it explained that it is urgent for Shandong Netcom to makeout strategy against drain situation.Based on above metioned situation, this article work out the Key Accountexpanding strategy based on marketing service. Meanwhile, It launched details fromproduct, price, Customer Relationship Management and service.The article invokes the scientific methods of the combination of theory andpractice, quantitative and qualitative analysis to deeply discuss the condition ofShandong Netcom, and puts forward the best marketing strategy and acting projectwhich is feasible, practicable and suitable for Shandong Netcom.