Research Of The Key Customer Relationship Management In ZTT Company Of Optical Fiber And Cable Products

With the development of national communication strategy in recent years, domestic optical fiber and cable business has achieved rapid development and growth. But competition within the industry has become more intense, excess capacity, the changes in supply and demand forcing companies to reform the existing marketing model.Traditional marketing major product as the core competitiveness of enterprises, focus only on completion of the transaction, pay no attention to the establishment and maintenance of customer relationships. Under the guidance of outdated marketing concept, companies tend to go one-sided pursuit of market share, into a vicious price war in the competition, companies are therefore developing encountered insurmountable bottleneck.For this reason more and more companies shift from product-centric to customer-cen tric, the transition from transaction marketing to relationship marketing. The inevitable res ult of the market on a large customer marketing is customer-centric thinking and relations hip marketing development. With the arrival of the customer economy, large customers in creasingly become valuable assets compete for resources and how much the quantity and quality of the pros and cons for enterprise development to further enhance the impact. For businesses, grasp customer needs and to meet, improve customer satisfaction, build a loy al customer base, establish long-term strategic partner relationship with customers to impr ove corporate profits, it is necessary ways and means to achieve long-term development.On the basis of combing large customer management related theories, this paper first clarifies the definition and connotation of large customers, describes the theory of customer relationship management and the development of a large customer relationship model. Secondly, the company’s current development ZTT are described and pointed out that one of the problems, on the basis of proposed priorities ZTT company’s customer segmentation strategy and the different stages in the development of large-customer relationship. Finally, a key customer management process Suggestions and issues to be aware of.