Industrial Automation Enterprise Customer Development And Management

With the development of Chinese economic ,the demand of Industry Automation Products is expanding.At the same time,competition is more fierce.The 80-20 market principle and more fierce competition today highlights the importance of key accounts. Given comparatively limited customer resources, Industrial Automation Products Manufacturers ("IAPMs") takes the key accounts as the priority, providing customized service for the demanding IAPMs.Hence IAPM needs an efficient Key Account Development and Management ("KADM") mechanism to cultivate a key account-oriented workflow. KADM is a comprehensive work, requesting the synthesized efforts of different departments.In this article, the author analyzes industrial automation products sales mode, especially the RA company's sales mode, underlies the importance of IAPMs' key account development and management.Chapter 1 defines the concept of the key account and introduces organizational relationship marketing theory and analyzes the market of industry automation. Chapter 2 introduces the RA company and RA how to develop and management key account. Chapter 3 analyzes the problem of RA key account development and management based on relation marketing and organizational marketing theories. Chapter 4 provides solutions for RA key account development and management based on these theories. And Chapter 5 concludes the paper.