锦州港矿石货源客户开发管理对策研究

发布时间：2018-05-04 21:39

本文选题：客户关系管理 + 客户开发　；参考：《大连海事大学》2013年硕士论文

【摘要】：港口在国际贸易运输中扮演着极其重要的作用,目前,随着钢铁工业的快速发展,锦州港为东北钢铁企业转运了大量的进口矿石,有力的支持了钢铁企业的发展,也为企业自身带来了一定的经济效益。然而,市场需求的加快使得周边港口建设投入步伐也在逐渐加快,在环渤海湾出现了与锦州港能力相当甚至超过锦州港的码头,使得锦州港矿石货源不断分流,市场占有率下降。在这种情况下,只有深入研究市场,找准功能定位,确定竞争目标,制定灵活、有效地竞争策略及客户开发与管理战略,才能在港口竞争中占据有利地位。本文利用客户关系管理和客户开发的基本知识,以锦州港矿石码头为主要研究对象,深入分析了影响客户价值的一些主要指标,并构建了锦州港矿石码头客户价值的指标评价体系,然后,采用层次分析法对锦州港的46家主要矿石码头客户进行分级,识别一些核心客户和潜力客户,针对锦州港当前面临的主要问题提出相应的客户管理及开发对策,最后列出一些具体的解决措施。锦州港矿石客户采取分级管理与开发对锦州港争夺货源,长期稳定发展具有积极的战略意义。
[Abstract]:The port has played an important role in international trade transportation . At present , with the rapid development of the iron and steel industry , Jinzhou Port has transported a large amount of imported ore for the Northeast Iron and Steel Enterprise , which strongly supports the development of the iron and steel enterprises and brings certain economic benefits to the enterprises themselves . However , the market demand is accelerated , and the market share of the surrounding ports has decreased . In this case , only in - depth study of the market , the identification of functional positioning , the determination of competitive targets , the development of flexible , effective competition strategies and customer development and management strategies can take advantage of the port competition .

Based on the basic knowledge of customer relationship management and customer development , this paper analyzes the main indexes affecting customer ' s value , and constructs the index evaluation system of customer value of Jinzhougang ore terminal .

【学位授予单位】：大连海事大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F274;F552.6

【参考文献】