Hunan Telecommunications Services Based On Full Life Cycle Of The Customer Relationship Management Marketing Strategy

The competition among the six telecommunications operators has been severe since China Telecommunications broke up in 2002 and customer has become the target of this fierce competition. As time goes, the overseas telecommunications companies will occupy the Chinese market with the opening of China Telecommunications market to the outside. In this case, the essence of market competition is to win valuable customers. Therefore, what matters is to enhance customers' satisfaction, loyalty and make efforts to win new customers. Urging to have priority in competition, Hunan Telecommunications must adjust and change its past competition strategies and its past ideas about marketing. And to carry out the service marketing strategy in customer full life cycle management seems more important for the establishment of advanced CRM.Based on the theories of CRM, full life cycle management and service marketing, this paper, through the analysis of competitive environment in which Hunan Telecommunications exists, illustrates the significance of carrying out full life cycle management under the whole structure of Hunan Telecommunications customer relationship management and also analyzes the service marketing strategy in different phases, such as identification phase, development phase, maturity phase, and recession phase.