大客户管理策略研究——以联想公司为例

在信息化高速发展的今天,计算机行业竞争异常激烈。联想集团在完善大客户管理系统之后,市场占有率不断上升。对大客户相关理论进行阐述,分析联想大客户管理方法及存在问题,提出建立大客户销售团队、关系型营销渠道、大客户关怀体系、联想商机系统等策略,以提升联想大客户管理效果。

Today ,with the rapid development of the internet, the competition in the PC market is becoming fiercer. Since improving the customer management system, Lenovo Company has regained a large number of customers, and get increasing market share. So it is instructional for the enterprise to research Lenovo Company to analyze and resolve the problems of the customer management. This article elaborates the relational theory of large customers, as well as analyzes the methods on large customers management of Lenovo Company.