Xiangtan Telecom Subsidiary, Customer Marketing Optimization Design

With intensifying competition of the national telecommunication market, the VIP customers market that is the source of income and profit of all the operation has become primary competition. The VIP customers pay much more attention to products and service' quality. It brings great pressure to Hunan Telecom Xiangtan Branch(HTXB) in dealing with VIP customers'market in the aspect of how to keep the competitive speed in the fierce rivalry of giant clients market and how to keep providing special, pointed products and services to the VIP customers.In a word, aimed at HTXB and through specific analysis, the article has put forward a set of practical combining marketing strategy on VIP customers. Firstly, the article analyzes the macroscopic and microscopic circumstances faced by HTXB on VIP customers'marketing, and induces the competitive advantages and disadvantages as well as the opportunities and challenges on the VIP customers'marketing. Secondly, the article analyzes the current situation of HTXB on VIP customers'marketing, the identification and classification of the VIP customers, the service status, the team construction status, the diagnosis of the STP problem, the problem of combining the sales strategies and the problems existed in the management. Thirdly, the article further classifies the target market on VIP customers of HTXB, determines the target market on VIP customers combining the strength of the enterprises and strategic target, and determines the relevant market alignment.Lastly, the article puts forward the combining marketing strategy of relativity, relational marketing, reaction rate and value retribution, and analyzes the efficiency of its implementation.