Research On The Customer Relationship Management Of R Company Based On The Customer Value

With the rapid development of economy, global economy increasingly integrated, the business environment companies are facing is constantly changing, and more competitive. The position of client in the transaction has undergone a fundamental change, for businesses, customers are its most important asset, determine the competitiveness of the companies in the industry, and the whole market. China is now gradually developed into the world’s manufacturing center, creates a good opportunity for the development of Chinese enterprises, at the same time, competition and challenges is fierce. Important competition among enterprises is gradually transferred from product-centric to customer-centric. The core of customer relationship management is to strengthen the close ties between businesses and their customers, in order to establish cooperation and win-win-win situation, enterprises from the design, development, production, to sales and after-sales service and a series of link must uphold the principle of adherence Customer-centric. The core of customer relationship management is customer value, the customer value assessment and segmentation, runs through the entire customer lifecycle them. Study on How to accurately identify the most valuable customers, and adopt targeted services and management, with limited resources to create the greatest economic and corporate profits will contribute to deepening the customer relationship management.In this paper, take an industrial manufacturing company --R company as the research object, aims at basing on customer value, through research the customer value evaluation system and build customer segmentation methods to investigate the effective customer relationship management, customer valuation method for R company, to help enterprises accurately identify customers, and take a different customer relationship management methods and means of implementation for different customer groups, so as to minimize the cost of investment was the largest gains in the industrial manufacturing sector to improve enterprise core competitiveness.The main contents of this paper include the following aspects:Firstly, detailed discussed the background and the theory of the evolution of this article; Secondly, reviewed the customer value, customer value assessment methods, and customer relationship management theory, further studied its research status; Thirdly, based on the actual needs of enterprises in R customer relationship management, this paper constructs a set of evaluation system suitable for enterprise customer relationship management, for the deepening of enterprise customer value assessment; and then, based on the set of customer value assessment system, identify and classify the R company’s existing customer value to, to determine standard to customer classification; finally, based on the results of customer value evaluation and customer classification, proposes the direction to strengthen the enterprise customer relationship management and the specific implementation details.