| The competition among the electrical enterprises becomes increasingly fierce along with institutional reform of these enterprises. Thus, the management level of an electrical company has a more and more greater effect on its comprehensive competitive power. Key accounts of electrical enterprises play a key role in the enhancement of their competitiveness and the increase of their profit, for they contribute a lot to the whole profit of these enterprises . Eletrical enterprises will suffer form sharp profit decrease if they fail to gain this kind of customer in the competition.The management mode of the Tao Cheng Power Supply Limited Liability Company (TCPSLLC) has the problem of low efficiency and lack of market segementation. Based on the current situation of this company, this study analyse the comparative advantages the company has and the opportunities it faces. The comparative advantages of the company comes form its human resources, social prestige and hardware capacities.The promising market and the development plan of the region brings this company many opportunities. Baese on the analysis of these comprehensive advantages and opportunities, this study holds that the TCPSLLC should optimize its management mode of key accounts based on the market segementation and enhance its whole management through this optimizing.According to this conclusion, this study redesign TCPSLLC's management mode of key accounts. This redesign offers the methods of identifying and selecting the key accounts, the reasonable arrangemet of the relative departments and the duty of the relative staff. Then, this study gives some suggestions to the application of this new mode based on the redesign. These suggestions include the process of key accounts identification, the process of the special service to the key accounts and other special services to the key accounts. This study aims at offering some practical suggestion to companies's key account management. |
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