供电企业大客户管理的探讨

Study on the Key Account Management in Power Supply Company

利用现代营销理论,从关系营销的角度,拓展供电企业大客户管理的含义,介绍了大客户关系发展模型、识别和定位大客户的方法、大客户营销战略目标、大客户营销策略计划的制定方法等,认为大客户管理应建立完善的大客户档案及企业内部完善的大客户工作机制,并加强大客户服务队伍建设。

The paper expands large power supply clients management,introduces large client relation developement mode,identification and the method of locating large clients.Introduce large client marketing strategy aim and the method of making out strategy plan method using modern marketing theory from relation marketing point.Consider that large client management should build perfect client archives and excellent large client work mechanism inside enterprise and strengthen large client group construction.