Research On Guangtong's Major Customer Relationship Management

Guangtong Company is mainly engaged in communication engineering business.Due to the expansion of market demand in the communication industry,Guangtong Company has developed rapidly.However,in recent years,the technical requirements of the industry are getting higher and higher,and at the same time,the competition in the same industry is becoming more and more fierce.Guangtong Company needs to face a bigger Pressure,Guangtong company needs to consider how to better manage customers,retain customers,and tap customers.The business structure of Guangtong Company is basically in line with the 28 th law,and 20% of the major customers have created 80% of the value for Guangtong Company.How Guangtong Company can effectively manage existing large customers,better retain large customers,and create greater value for the company is worthy of study.In this paper,the literature review method,case analysis method,data analysis method,questionnaire survey method and field research method are used to study the management of Guangtong's major customers.This article has six chapters: Chapter 1,Introduction.The research background,research ideas,research content,research framework,innovation and deficiencies were explained,and the full text was summarized.The second chapter,concept,theory and literature review.The relevant concepts of major customer management,theories involved,and related literature research have been sorted out,so that the paper has more basic support.The third chapter analyzes the industry environment faced by Guangtong Company and the specific situation of the company's major customer management,and then analyzes the current situation of Guangtong's major customer relationship management.The fourth chapter analyzes the problems existing in the large customer relationship management of Guangtong Company.It mainly analyzes the problems of the large customer relationship management of Guangtong Company,including the inaccurate target big customers,the lack of big customer relationship awareness,the lack of system and service team,the single customer marketing strategy,the inadequate software and hardware equipment,and the loss of large customers.Missing emergency,etc.The fifth chapter mainly proposes the strategies and methods that should be adopted for the problems existing in the large customer relationship of Guangtong Company.Mainlycombined with the problems in the fourth chapter of Guangtong's large customer management,the corresponding solutions are given,including: accurately defining the target customers,establishing the concept of all employees,optimizing the system and service team,and improving the marketing management of large customers.Establish large customer management facilities,improve loss management and emergency response.The sixth chapter summarizes the full text and gives the research prospects.The main conclusions of the research are as follows: First,the macro environment of Guangtong Company is good,which is conducive to the development of Guangtong Company.At the same time,the industry environment analysis shows that it has greater competition pressure,so Guangtong Company needs to respond better through big customer management.Market and competition.Secondly,there are many problems in the relationship management of Guangtong Company,including insufficient management objectives and strategic matching of major customers,inaccurate definition of major customers,lack of awareness of major customer relationships,lack of systems and service teams,and single marketing strategies for major customers.The hardware and software equipment is not sound enough,and the loss of major customers is lack of emergency.Third,Guangtong Company needs to improve the management objectives of large customers,accurately define the target customers,establish the concept of all employees,optimize the system and service team,improve the marketing management of large customers,establish large customer management facilities,and improve the management and emergency management.Seven aspects to optimize the management level of large customers.