M Company Key Customer Relationship Management Research

Computer(hereinafter referred to as PC)is a great scientific and technological invention in the past century,which has accelerated the process of the world industrial revolution.During recent years,the Internet has been speeding up the pace of technological renewal,leading the rapid development of the PC industry.Five hundred of the world's top M companies have chosen a different path,starting in 2003 to establish a major customer business,the main body of development to key customers.After more than ten years of sharpening,M company's key business turnover than other enterprises in the same period more business volume,and achieved better results.However,sales and profits on the company's servers still fall short of expectations,and the main reason for these differences is the company's current sales patterns and customer relationships are overly dependent on the ability of account managers.M company must make the strategic adjustment in the customer relationship management,make full use of the present advantage,develop the customer relationship management towards the direction of institutionalization and partnership,and stabilize the customer relationship from the enterprise level,not only in the individual level of the manager,and promote the long-term benign development of the company's customers.As a result,it is of great significance for the development of M company to attach importance to the analysis and research of the key customer relationship of the company.This paper takes M company as the research object,adopts the literature research method,the case analysis method,the qualitative and the quantitative method and so on,through the analysis question,the research countermeasure,the establishment strategy frame thought,proposes the pertinence countermeasure for the M company in the key customer relationship management aspect,and thus activates the company's benign development pattern.This paper mainly focuses on the management system of customer relationship in M companies,which is divided into the following steps: the first step,on the basis of the current situation of customer relationship research at home and abroad,to carry out the relevant theoretical research on the relationship management of ordinary customers and key customers,and to introduce the IDIC model in detail;the second step,the use of relevant The third step is to establish the CRM basic system,to carry on the differentiation management to the key customerrelationship,and to promote M healthy development of the key customer relationship.The last step is to put forward the strategy of optimizing M company's key customer relationship and the safeguard measure of implementation.