BOSCH汽車(chē)技術(shù)事業(yè)部大客戶(hù)關(guān)系管理模式研究.pdf

1、中南大學(xué)碩士學(xué)位論文BOSCH汽車(chē)技術(shù)事業(yè)部大客戶(hù)關(guān)系管理模式研究姓名：方向申請(qǐng)學(xué)位級(jí)別：碩士專(zhuān)業(yè)：工商管理指導(dǎo)教師：龔艷萍20080501ABSTRACTCustomersresourcesbecometheabsolutelynecessarilykerneIsourcesofenterprisewithkeencompetitionofmarket。Nowadays，customer’Sdemandsbecomingincreas

2、inglydiversifyandpersonalized，whichtheyclaimthattheirspecialreceivesanddemandscanbeembodiedintheproductsandserviceUnderthecircumstance，thecustomerrelationshipmanagementcomesoutasaconsequenceThecustomerrelationshipmanagem

3、entistheentiremarketingsolutionfocusonarrangingthecustomers，whosepointistowinthemarketcompetitionandacquirebigmarketprofits，bylyinginwinningcustomerSubdividingthemostworthycustomertothebusinessenterprise，andcarryingoutad

4、ifferencemarketingtothebigcustomerForreplyingthevigorousmarketcompetitionwell，keepingeffectivelyandscoopingoutlatentandbigcustomercontinuouslyalso，makestrongerandextendthemarketquotaofbigcustomerthererequirestoputforward

5、aforwardlookingdevelopmentstrategyforbigcustomer’smarketingservicework，advancemarketingservicemeasuresforbigcustomersurroundingbitcustomerdevelopingstrategyandprovidethemarketingserviceofscientificdecisionmakingmanagemen

6、tforthebigcustomerThethesisputforwardexplicitanoptimizedsolutionofbigcustomermanagementmodelWithcombiningthemanagingbigcustomertheorieswiththepracticesofHunanUnitedTelecommunicationsCorporationLimitedThistextistotallydiv

7、idedintosixparts：Thefirstpartintroducedtotextualpurposeandmeaning，andmethodofstudyandthinkingThesecondpartelaboratethecustomerrelationshipmanagementandthestudyingpresentconditionsathomeandabroad，setoutfromtherelatedtheor