Key Account Management System Optimization Analysis For Bosch

With the deepening of globalization and maturity, industry concentration and the expansion of the scale of enterprises, enterprises are facing increasing market competition, the complexity of enterprise marketing management is also getting higher and higher. In enterprises with limited resources, how to serve the customers, improve customer satisfaction and loyalty, to enterprise’s development plays a crucial role, many companies regard the key accout management to a strategic level.China’s auto market is becoming more and more open, and the multinational auto companies and their suppliers have already landed in China, which has brought the international competition and challenge to our country’s auto market. As the pillar industry of our national economy, the automobile industry has stepped into the road of internationalization and globalization. Along with the challenge of the market competition intensifies and the frequent market demand changes, how to management the key account has became nthe strategic demand of the auto parts suppliersIn this article, regard the key account management system of Bosch as the rearch object. First, the auto parts industry has the characteristics of capital intensive, high technology, project of the non continuity and so on, and analyzes the necessity of the implementation of key account management in auto parts industry. The analysis the of Bosch’s currently key account management system and also consider the author’s practical work experience to find out the weakness of Bosch currently key account management system.Base on above analysis, propose the optimization scheme of Bosch key account management system. The key account management theory, customer classification and identification ect. are described in detail in the optimization scheme. This article is not only have reference value for foreign auto parts companies like Bosch and also for local auto parts company.