Transition Period Of China Telecom Customer Management Research

Facing the furious competition in the market, China telecom takes the lead to transform among the operators. During this transition, China telecom requires the effective system to manage the VIP customers, marketing out of locality, judge the value of customers and sale and manager the VIP programs.The author made research on the theory the management of VIP customers in marketing, the division principal of VIP customers' market, the transition background of telecom and both the advantages and disadvantages of telecom. After that, she finds the key factor for china telecom to win the advantage in the competition is to establish effective management system to VIP customers. It is also good measure to arise the quality of the product and service, reduce the cost and make much more economic benefit. This essay analyzes the new problems and difficulties in the VIP customers' management. For example, disconformities of the strategy, the relationship between marketing to VIP customers and the transition, the value assessment system, VIP customers' attitude toward transition and the sales and management to the VIP customers' program. Combined with practice, the author designs some improvement measures to these problems.This essay researches about the management of the VIP customers and the important issues telecom operators requires to face. Hope this could be the reference for the manager to make effective decision.