DLL电力公司大客户关系管理策略研究

发布时间：2018-04-16 07:25

本文选题：供电企业 + 大客户关系管理　；参考：《天津工业大学》2017年硕士论文

【摘要】：随着我国经济的蓬勃发展,和电力信息化水平的推进,直接导致了电力用户同供电企业的市场潜能与销售业务之间具有更加突出的关联关系。因此不断深入挖掘市场潜能,持续增强大客户价值是带动当下和今后供电企业自身能效的重中之重,另外还是其抢占竞争先机、扩大电力市场占有水平和增强自身价值的关键基点。因此供电企业应当明确自身角色和任务,积极创建、维护良好的大客户关系。本文首先综述了大客户关系管理的相关理论与方法,然后通过对DLL电力公司大客户关系管理现状进行了分析,深入挖掘内在的关键问题。接着通过对现有大客户管理的实际情况的了解,借助市场细分相关理论对该企业大客户的组成体系展开研究,在大客户的挑选、争取以及维护与开拓上分别制定详细策略,从而解决之前提出的问题。文中针对重要电力大客户制订了一系列发展策略:促进大客户关系服务方式的多元化,加强大客户关系管理服务队伍的建设,加强大客户关系信息系统的建设等。最后对大客户关系管理的维护提出相应建议。本篇文章是以DLL电力公司为案例展开分析,涉及大客户关系管理等相关内容对同行业相关企业具有一定的参考价值。
[Abstract]:With the vigorous development of our economy and the promotion of the level of electric power informatization, the relationship between the market potential of electric power users and power supply enterprises and the sales business has become more prominent.Therefore, to continuously tap the potential of the market and continuously enhance the value of major customers is the top priority in driving the energy efficiency of power supply enterprises now and in the future. In addition, it also preempts the opportunity of competition.Expand the power market level and enhance their own value of the key point.Therefore, power supply enterprises should clarify their roles and tasks and actively create and maintain good customer relationships.This paper first summarizes the relevant theories and methods of key customer relationship management, and then analyzes the current situation of large customer relationship management in DLL power company, and deeply excavates the key problems.Then through the understanding of the actual situation of the existing key account management, with the help of the relevant theory of market segmentation, this paper studies the composition system of the enterprise's big customer, and makes detailed strategies on the selection, striving for, maintenance and development of the major customer.In order to solve the problems raised before.In this paper, a series of development strategies are made for the important power customers: to promote the diversification of the major customer relationship service, to strengthen the construction of the key customer relationship management service team, to strengthen the construction of the key customer relationship information system, and so on.Finally, the maintenance of key customer relationship management is proposed.This paper takes DLL Electric Power Company as a case study, which has some reference value for related enterprises in the same industry, such as big customer relationship management and so on.
【学位授予单位】：天津工业大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F274;F426.61

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