Research On Classified Manamement Of Key Accounts In A Company Basing On Key Success Factors

Generally,the manufacturing industry measures the manufacturing level of a country through the quality of molds^[1],The key factor to determine the quality of the die is the tool material.In the process of China's reform and opening in the past 40years,the toolmaterials'marketing has been constantly adjusting and changing,especially between the traditional industrial areas,such as European&American countries,and the emerging economies with low production costs,such as China.Therefore,Chinese market is becoming more diversification and marketing-size.Along with the Chinese mold manufacture ability and the output unceasing enhancement,its market is becoming larger and more complex.Company A is a leading supplier of tool materials.Through its excellent product quality and good after-sales service system,it has made great progress in the past 20years.It has not only established a strong inventory and production supporting system,but also won the trust and support of nearly 1000 customers.Therefore,how to make good use of these customer resources and classify them correctly will effectively help A company identify valuable key customers and potential customers,rationally allocate internal resources,and develop and grow with these customers.In recent years,the conversion rate of key customers in A company is less than loss rate of key customers round 20%,which leads to fluctuations in sales.Therefore,in view of the problem of big customer management,this paper finds out the key success factors that affect the classification management of big customers by sorting out and analyzing the existing classification management methods and theories,analyzing and researching the data of big customers in A company,combining with the internal situation and external research of A company.By analysing the importance of these key factors with hierarchical method,a screening model for large customers is established.Using the established screening model of key customers,these customers are evaluated,scored and classified to index customers,periodism customers and ambition customers.According to the key factor method and the characteristics of each type of large customers,the management plan is worked out separately.Finally,through the benefit analysis,the influence of the solution and implementation of the scheme on the development of Company A is forecasted.This paper studies the classification and management methods of A company's key customers,which will effectively improve the management level of A company's key customers.Through effective management and control of key customers,the number of key customers are maintained and continuously increased,so as to create more benefits for Company A.The research results can also provide reference for other related enterprises in die and mould material trade industry and other B2B industries in the actual operation of customer classification management.