重点客户管理研究策略

中文摘要
重点客户关系管理的目的是提高顾客交付价值和满意度，实现企业收入的增长与效率的提高，获取更多的客户价值。无论任何行业，无论企业规模的大少，重点客户始终是企业发展的动力之源。本文首先简要地介绍了重点客户的实况、定义、重要性、特点等，在分析重点客户管理必要性的基础上，提出了重点客户管理的对策。客户的价值是受客户份额，市场占有率和客户生命周期这三个因素共同影响的，本文重点论述关于这三个因素的管理策略研究方法。
 关键词  ：重点客户，管理，跳槽，开发，客户份额，策略

 ABSTEACT
The objective of the important customer relationship management is to improve the delivery of customer value and satisfaction, the enterprise income growth and efficiency improvements, more customer value. whatever any industry, regardless of the small-scale enterprises, the important customers is always the source of the driving force for development. This paper briefly introduces the key customers of fact, the definition, importance and characteristics in the management of key customers on the basis of need, and put the focus on customer management solutions. , The value of shares is subject to customers, market share and customer life cycle combined effect of these three factors, this paper focuses on three factors on the management strategy research methods.
    Key words:  important customers, management, switch, development, customer share ，strategy.

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