Research On Key Account Marketing Management Of Hebei Netcom

In recent years, with the boosting of telecom system reform, Chinese telecom industry entered a more fierce competitive market. As a result, the value of Key Account emerges and it becomes the competing focus of all telecom operators. So how to establish a scientific and standard Key Account marketing management system, how to develop the value of Key Account and how to develop the benefit of the company become the most important thing of the telecom companies.The thesis uses many methods to show the author's opinion, such as theory research, diagnosis research, qualitative analysis and quantitative analysis. First, the thesis elaborates the development course, definition and characteristic of the Key Account marketing management theory. Then after analyzing the whole Key Account marketing circumstance of the domestic and foreign telecommunication companies, it deeply analyzes that China Netcom (group) company LTD. Hebei Branch has both advantages and disadvantages, both in opportunities and threats. At the same time, it points out existing problems of Key Account marketing in the company. The third, basing on the successful practices of the Key Account marketing of the domestic and foreign telecommunication companies, in the management study angle, it proposes many useful strategies in four aspects of marketing plan, organization, management and control to solve the Key Account marketing problems existing in Heibei Netcom.The paper is full of foresights, and research what marketing strategies Hebei Netcom should take in the competitive environment of Key Account marketing. And if Hebei Netcom put them in practice, it should be benefit to raise the big customer marketing the overall level, promote the strategic reformation and maximize the benefit of the company.