Based On Analytic Hierarchy Process Analysis And Research The Value Of Large Customer And Business Opportunity Of Heavy Truck Enterprise

Today,the market competition is increasingly fierce,as an important enterprise management and cooperation object-customers,gradually become an invincible enterprise,to achieve rapid development of the main social resources or assets.In a large number of customer groups,some customers based on their own good social resources,large scale of operation and high level of technical research and development and management capabilities,has become the enterprise’s major customer resources for enterprises to bring huge economic profits,promote the level of enterprise management and technical research and development level of promotion.It is in this market situation and background,customer relationship management,especially for the relationship management of large clients,become the focus of business management and research and hot spots.In the actual operation of enterprises,different major customers because of different factors,so that they bring the value of the enterprise will not be the same.Different levels,reality or potential of the big customers,its customer value is difficult to qualitative and quantitative expression.Then,in the big customer relationship management,the value evaluation to the big customer,and provides the effective data support for the enterprise,becomes one of the key of the customer relationship management.In addition,under the market economy development model,the various business opportunities appearing in the market have also become the key factors of the enterprise’s continuous development and growth.How to serve the most successful factor in the business opportunities with effective resources has become another key factor in the management of big customer relationship.This article will be in the field of customer relationship management research,on the basis of the research on the value and business opportunities of large clients,the paper makes a perfect customer value analysis and business opportunity analysis of the major customer relationship management,establishes the large customer Value evaluation index system and the Business Opportunity Evaluation Index system which can be combined qualitatively and quantitatively,and according to the product order circulation process,Customers are divided into major customers and two-level major customers,and the establishment of major customer value Evaluation index system,more scien tific and complete evaluation of the value of large customers,and on the basis of customer value evaluation,the customer classification,and ultimately for different customers to adopt different marketing strategies.In this paper,under the guidance of the above research ideas:First of all,this article will analyze the value of the major customer analysis and business opportunities analysis of the current situation analysis,this paper sums up the achievements and shortcomings of the research,and puts forward a set of comprehensive evaluation system and business Opportunity Evaluation Index system for one-level big customer,two-level big customer This will also become the innovation point of this paper.Secondly,after establishing the index system,the paper uses the analytic hierarchy process to determine the weight of each index in the system.Using the questionnaire survey method,in the enterprise to solicit a number of experts for specific major customers and business opportunities indicators scores,and finally calculate the value of large customers and business opportunities.Thirdly,according to the major customer value and business opportunity value to the major customers and business opportunities for classification,and for different major customers and opportunities to develop different marketing strategies.Then,for the big customer value evaluation and business opportunity Evaluation Research,the application of examples.Finally,the research of this paper summarized,to draw the deficiencies,and in the future...