Sany Big Customer Marketing Project Management, Program Design And The Applications

Project Management,as a scientific approach of management,has been widely employed in every walk of life.Management by Project is an important way to improve management efficiency and likely evolves into the predominant operation mode of enterprises in.future. The innovation of key account marke-ting management based on project management-introducing project management into key account marketing aetivities-is,what enterprises need so as to strengthen their ability to quiekly adapt to today's intensified market competition.In recent years,the project management of key account marketing has become a crucial issue for many companie s,especially in telecommunication and bank.In China,machinery industry,key account marketing project management theory is almos blank,So it's easy to understand that the project management of key account marketing is an even more brand-new thing.The paper is based on the theory,focuses to the research of Sany Heavy Industry Company.It describes the background of the marketing condition of, and designed a program of the project management of key account marketing of Sany Heavy Industry Company basing on these analyses.And this program is applied to specific cases-the Beijing-Shanghai high-speed rail project,which verifies the feasibility of the program's reality and maneuverability. Meanwhile,expect the program established in this study for other domestic engineering machinery enterprise customers marketing project management with reference.