Texas Netcom Customer Marketing Strategy Analysis

With intensifying competition of national telecommunication market, the Key Account market that is the source of income and profit of all the operators has become primary competition. Meanwhile with increasingly development of communication technology, the Key Account pay much more attention to products and service's quality, How to keep our competitive advantage in the fierce rivalry of giant clients market; How to keep solid business relation; how to improve the speed of market feedback so that we can provide special, pointed products and services, all of which brings DeZhou Netcom great pressure in dealing with Key Account' market. Under such circumstances, only by using a scientific marketing strategy this can we survive and develop in such competitive market.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.DeZhou 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 DeZhou Netcom.The paper is full of foresights, and research what marketing strategies DeZhou Netcom should take in the competitive environment of Key Account marketing. And if DeZhou 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..