| Key account is an important source for the profit of postal enterprise, it is an important strategic source and also is the significant safeguard for the sustainable development for postal enterprise, so in order to improve the revenue contribution, service satisfaction and loyalty of key account, it is necessary to do well on key account marketing to develop and maintain key account resource. Since the separating operation of postal enterprise, zhengzhou post office has faced increasing market competition and challenges, and key account management is of vital importance for the long-term development of the company. so researching on the key account management of zhengzhou post office has important theoretical and practical significance.This paper firstly reviews and summarizes the concept of account management and its related theory and the application of key account management at home and aboard to lay a theoretical foundation for the later research. Then, the paper makes a detail analysis on the condition of customer management, service condition, the marketing team as well as building a key account management system. Next, the paper makes a SWOT analysis on the key account management of zhengzhou post office. Based on the above analysis, it deeply analyzes the main problems existing in the key account management of zhengzhou post office, it consider that there are following problems:(1) The customer management system and operation mechanism is not perfect; (2) key account management development sectors is weak; (3) the ability to service large customers need to be improved; (4) the level of key account management information is low. To solve the above problem, the paper puts forward some countermeasures in the last part, which including improving the management system of the key account management, strengthening the development of key account customers, improving the capabilities to service the key account customer and improving information systems. |
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