The Research On Customer Classification And Management Based On Customer Value Analysis

With the global economy and the unifying service, the customer resource will be the mostimportant resource in the new century that enterprises will compete for. But it is excessivelyemphasized that how enterprise should offervalue to its customers in the exiting research aboutcustomer relationship management. In fact, not all customer is valuable for the enterprise. Forenterprises, to evaluate customers effectively, segment them according to their different value,and then distribute the marketing resource effectively is the only way that enterprises can liveand develop.This thesis mainly studies on the classification and management measures in customerrelationship management. Firstly, the thesis analysis the current situation of customerrelationship management, points out its problems. Secondly, based on the theories of customervalue, the thesis analysis the Customer Life-time Value and made a evaluate model oncustomer value. According to the evaluate result, the thesis studies the correspond manangentmeasures. Lastly, The main 20 customers of the HuaKang in Shi Jia Zhuang is evaluated andanalized in this paper, by according to the evaluation indexes system. With the result of theanalysis,the enterprise's marketing resource is allocated effectively, which gives enterprises aguide method.