Study On Keyaccount Classified Management Of Z Company Base On Critical Successful Factors

Thirty years of reform and development, the greatest developing of Chineseeconomy can’t leave the development of Chinese manufacturing industry especiallyelectronic manufacturing. Electronic components distributor play a very importantpart of raw material supply chain in Chinese electronic industry,and take an importantresponsible on promotiong and consolidating electronic manufacturing industry. Keyaccount as the most important source of revenue and margin play a very importantrole on the distributor’s business.At the same time.The distributor can get fully trustfrom the customer by well handled.Sloving all kinds of problems on customermanagement excellently can make the customer and the electronic componentsdistributor improving themselves together.In this paper, the author through the analysis of the existing electroniccomponents industry customer management methods, combined with mainland Chinaelectronic components industry development, focusing on the analysis the importantrole of key account management in electronic components. Through the investigationand study founding the critical successful factor of key account management, analyzeand solve the problem of Z Company in key account management,and get the belowconclusions:First of all, with contrast and analysis, find out the problem like bad humanresoude in key account managementm, no good distinguish between key accounyt andnormal customer and no appropriate CRM system which exist in Z Company aboutkey account management.And then, structure a modle on sorting key account of Z Company by AnalyticHierarchy Process (AHP), find out the real key account in Z Company by the abovemodel which need to be focused on.And then,classify the customer into three different type “steady type”,”protentialtype”and”representative type”by their protential,revenue and company’s image.And then, find out the critical successful factor of key account management byinvestigation, and give the different solution of three types key account on keyaccount management.Finally, summary the method discussed in this paper and give out the evaluationof method mentioned in the paper.With these conclusions present in this peper,Z company can improve the efficiecyof key account mamagement,increast the revenue and deduce customer churmrate.And can bring good performance of key account management of Z company.Thispaper is for other electronic components distributor industry other enterprise in the big customer management practice to reference and use...