The Study On The Management Strategy Of Kol In Bayer

How to manage the target customers as well as the most valuable customers efficiently have become the critical factor to business success,therefore,the large customer marketing management for companies has become extremely important.The large customers marketing management,as a new model of enterprise marketing management,it has gradually become the current management of enterprises to follow.Currently major customers management on both domestic and foreign pharmaceutical companies marketing management has just started,the system has not formed an overall scale,just stay in the feasible analysis and research stage,which lack of practical experience.I am currently engaged in pharmaceutical companies and responsible for the customer management over 14 years,meanwhile,I am deeply experience the importance of large customers marketing management for the pharmaceutical company.Therefore,I decide to study this customer management system in hope to give help to other sales managers.Paper is divided into five parts.The first chapter describes the origin,purpose and significance of the study,as well as the content of the article,methods and frameworks;the second chapter introduces the current status of the customer management;The third chapter details the management status of major customers and the CRM application in Bayer Corporation,pointing out the large pharmaceutical company Bayer customer management problems;Chapter IV will carry out a detailed analysis,which mainly focuses on the solution of the large customer identification and selection,classification,demand analysis;.The Last chapter summarizes views.Account Management,in the majority of the domestic pharmaceutical company,is still in the early stage.This article by Bayer Pharmaceuticals Strategy Account Management,is trying to establish mature customers management model for the domestic pharmaceutical companies and making the reference value.