Key Account Management Research In The Field Of Transmission Equipment

At present, maintaining a long-term stable cooperative relationship has a great importance on the future development of the enterprise, the enterprise has to consider how to implement effective management for Key Accounts. There is an increasing number of enterprises implementing Key Account Management (KAM) and achieving some progresses. However, nowadays some Key Accounts are not satisfied with the cooperation with S, S is facing the risk of losing Key Accounts constantly. Aiming at this phenomenon, this paper made a research on Key Account Management (KAM).Some related theories of KAM, such as the definition, objectives&contents of KAM and the development processes of key account relationship, were studied at home and aboard. In the field of domestic transmission equipment, it still lacks of the research and practice for KAM. This paper studied the development and current situation of S, organization structure, marketing situation&its disadvantages, customer structure and the current management status, this paper also carried out a survey on the Key Accounts’satisfaction and analyzed the results of the survey. According to the problems&its reasons of KAM in S and the analysis of the survey, this paper designed the scheme of KAM for S. The scheme included establishing the goal&content of KAM, innovating the organization of KAM and putting forward the strategy of KAM. In view of the difficulties in KAM for S, this paper also put forward the corresponding countermeasures.On one hand, based on the research on KAM in S, this paper contributed to prevent S from losing these Key Accounts and provide support for S achieving strategic goals, on the other hand, with a top market share, S implementing KAM provides a positive reference to the other companies in related industries.