Study On The CSPC PP Business Customer Relationship Management

This research focuses on discussing the Customer Relationship Management problem occurred in CSPC’s PP business. Based on a profound data mining and systematic analysis, in the view of sustainable development strategy and economic efficiency optimization, it provides a solution of existed customer classification and a notion of key account to maintain amount, general account to get revenue. It also provides a customer service management solution in order to meet the development strategy of CSPC and to maintain healthy growth. Moreover, it aims to provide an example for domestic corporate regarding customer relationship management and its operation procedure.The creativeness of this research is to bring forth the importance of key account management in relationship marketing, especially in industrial products marketing. It also concludes a cooperation model in real key account management, for instance, to sign long-term contract, formulation pricing and execute rebate when it meets the target etc.Lastly, this research discusses the methods for corporate to improve efficiency by adopting customized CRM software using Internet, attending exhibition to promote brands and culture and to develop customers.