| In many organizations, VIP identifying has become an important content of marketing and customer service. It can not only help enterprises to keep VIP customers, also can bring more growth. The implementation of VIP customers'management because VIP customers usually create 80% profits for enterprise and bring high yield to the enterprise and the enterprise pay low cost. However, the customer relationship management is a big investment project, thus developing a set standard recognition of VIP customers or potential VIP customers are particularly important.This paper combining bulk& general cargo terminals industry characteristics, development situation and the development trend in bulk& general terminals, considering the characteristics of bulk& general cargo VIP customers, it determines the metrics of dividing VIP customers, puts forward the VIP customers recognition method, and establishes the model so that provide a basis on researching VIP customers management and marketing strategy for bulk& general cargo terminals enterprises policy makers for decision-making to improve the market competitiveness of bulk& general cargo terminals.The method of integrating theory with practice is mainly used in this thesis. During the completion of the thesis, many works on customer relationship marketing and customer management materials are referred to, from which many advanced research results are drawn, striving to come up with new ideas and methods having a high reference value to the reality of practice. The thesis combines the characteristics of bulk & general cargo terminals and researches VIP marketing strategies. At the same time, this paper also expects to have significance on bulk& general cargo terminals marketing strategy. |
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