The Study About KAM In GWI Co.,Ltd.

The substance of marketing economy is competition, and the best one will live lastly. The corporation who want to win the competitor should command its chief-the key account . And of course , the Key Account Management (KAM) is one of the hot focus studies in businessadministration field. And this dissertationexplains the source ,definition,core, major theory, system forming, module function and the new development of KAM.KAM is the inevitable result of the developing of the mentality which focus on the customers and Relationship Marketing. It is a mentality which won in both sides. And it can earn extra benefit and chance for both buyer and seller, this essay can be a used for reference in other and effective business process system. It provides a case for popularizing KAM. By the practice of KAM, it summarizes some applicable principles: in the market KAM is not only a concept but also the expectation of the customer. During the institute of KAM it designs a Busuness Will Partnership Process and uses analysis of AWOT. The purpose of this essay is using an case of KAM to explain the process and method of KAM . This essay explain the method and process of using KAM in the GreatWall Iformation Industry Co.,Ltd.(GWI). It summarizes the suit method of KAM with using the analiysis of AWOT in GWI. It concludes the goal of the KAM with the analysis of environment both in home and abroad, the comparing of method of competition, the assessing of choice of method. According to the GWI's condition, this essay design an detailed method and process of KAM in GWI. Others ,focusing on problems of management in GWI, it concludes the case of founding repeatly, selle betterly. The author concludes his idea lastly : KAM is not only the a idea but also the expecting of the customer.