The Study Of BPR For CT Beiiing Branch Key Account Management

With the further development of the market economy, as well as domestic and foreign competition in the industry situation further exacerbated, enterprises are facing increasing competitive pressures. Management experts have developed3C theory on this new challenge, the customer, competition and change. In this situation, the pressures and challenges brought about by the development of this market, as market competition, customer first and survival of the fittest, bring changes and opportunities to the development of the industry.In last ten years, the communications industry was restructured and split. In the early1990s, China Telecom was a monopoly, which is evolution of today’s China Telecom, China Mobile and China Unicom, with full service operation. The entire communications industry has made considerable progress, and gradually moving closer to the leading international carriers in the long-term competitive environment, including enterprise management, the quality of personnel, product architecture, sales model, customer service and other aspects.However, due to the history of the industry, the carriers marketing level still lags behind, and business development more passive. Each company has a sense of market competition, but lack of the way to enhance sales initiatives, strategy and initiative. Especially in the field of key account, the subject how to enhance the sales process management and to ensure the effective floor of the project, needs further study and discussion.During Project Management learning, BPR is one of the key theories and methods, for fundamentally rethinking and designing the business process, making leaps progress made changes, and improving performance remarkably. The starting point of this method is for the customers and their needs. Process is the object of recycling. The main task of BPR is improving the enterprise processes more reflection, for a huge leap in performance. This method is fit the process transformation of Beijing Telecom’s existing large customer sales optimization.The main work done by the author of this thesis including, in-depth analysis of the current situation and existing problems of Beijing Telecom key account sales process; based on the theory of BPR, restructuring Beijing Telecom key account sales process; suggestions in how to succeed promote new process.After BPR, the new process will be more adapt to the existing competition in the market environment, but also more in line with actual sales operation process. It will guide account manager in work, and improve the company’s sales training effect. It is conducive to the heritage of the company’s key account sales experience. The new process has a strong operational, and can be widely used in work. It also be hoped that the practice can be beneficial to the carriers in key account sales process reengineering.