Research On The Improvement Of Key Customer Relationship Management Of Hunan Hengcheng Information Technology Co.,Ltd

With the rapid development of economy and the advent of the era of "customer economy",customer resources have been the focus of the mutual competition between enterprises and customers.The position of customers in the market and trade have changed fundamentally.They are no longer passive recipients,but the center of the production,sales and service and a series of link.Enterprise management idea is changing gradually from "with products as the center","service centered" to "take the customer as the center".Now enterprises mainly focus on the customers instead of products and technology.With the increasingly intense competition in homogeneity and more personalized customer demand,the management of the customers no longer stay on the simplification model.Both in strategic and tactical level,differentiation and personalization have become mature economies of each enterprise in the competition.So enterprises should timely identify and define their most valuable customers,namely the core customers,and make use of existing conditions to integrate resource to meet the core needs of customers.Only in that way can enterprise improve economic benefits to a great extent.,which is a problem of today's many enterprises that is worth deep thinking.With the enterprise from the focus on products and technologies into a comprehensive focus on customers,business management thinking from the "product-centric","service-centric" and gradually to the "customer-centric" change,focus from products and technology Into a full focus on customers.After a time of price warfare,brand warfare,service after the war,the major companies began to face the role and importance of enterprise customer management,and strive to optimize the management of customer relationships to achieve optimal allocation of enterprise resources and corporate profits,Customer relationship management,the enterprise's most valuable customers,that is,the core customer development value highlights.Hunan Hengcheng Information Technology co.LTD is the essay's research object.Based on a lot of international and our country's paper,customer relation theory customer value and core customer relation theory,I did research about the core of customer relationship management.First according to the characteristics of the IT companies in the customer relationship management and information about the status of the core customer relationship management in Hengcheng Information Technology co.LTD,I analyzed core problems in customer relationship management and causes in Hengcheng Information Technology co.LTD.Then i built CRM evaluation model on the basis of customer classification,the core customers.Finally I put forward a set of efficiently operated core customer relationship management system with strong pertinence and practicability based on the management process,human resources,money,based on the difference of the 4 p strategy and core custom er training five aspects for Hengcheng Information Technology co.LTD.And according to the five aspect including system,enterprise culture,management strategy,information technology,and supervision mechanism,I also put forward the security conditions on the implementation of the system.Core customer relationship management will bring the management center of Hengcheng information to the core customer management change,through the implementation of core customer relationship management,improve the core customer satisfaction and loyalty,stability and expansion of the core customer base,combing the company process,Rapid development.