Pharmaceutical Companies Customer Value Evaluation

Customer relationship management is one of the management strategies currentlymanage research hot spots. Enterprises to obtain competitive advantage in highlydeveloped technology, high-speed transmission of information is less and less, firmly graspthe quality customer resource establish a good long-term relationships with qualitycustomers is the basis of the survival and development of enterprises. On the basis oftheoretical studies, proposed a set of customer value evaluation model to try science,perfect to measure customer value and enterprise customers based on categorymanagement.Based on these ideas, the object of this paper is the customer value evaluation of thepharmaceutical companies. This paper studies the theory of customer relationshipmanagement and customer value management, a review of the status of customer valueevaluation and asked the customer value evaluation model based on customer lifetimevalue and, ultimately, the customer and the middle of customer value model of thesimilarities and differences. Followed by analysis of the characteristics of thepharmaceutical company customers, combined with the characteristics of the enterprisecustomer information, select a number of pharmaceutical enterprise customer valueevaluation indicators. The separation of the strength of each of the indicators of the impactof customer value based on principal component analysis, each indicator weights, and thencalculated the indicators of customer value score and ranking. This is the innovation of thispaper. The next score for customer value in accordance with the customer classificationmatrix theory clustering, customers get four different values, give guidance on theenterprise a way, and at the same time confirmed the effectiveness and feasibility of theevaluation system. Finally, a summary of this study, pointed out the deficiencies pointedout and future prospects.