Research On Key Account Marketing And Management Of Shenzhen Airlines

In pace with increasing competition of global airlines and in the circumstance that domestic airlines grow complicated,the new civil aviation setup continues to form and mutate.The airlines should consider the key customer as the strategic partners that they become a community of shared interests.Under the guidance of this strategic perspective it is really urgent to establish a scientific system for customer marketing management theory which is also the key strategic for airlines' sustainable development.In this paper we will try to discuss how to conduct the customer marketing management Systematically and efficiently through the research of customer marketing management combined with the operating status of Shenzhen Airlines in order to find the solution to satisfy customer's request and improve the loyalty of key customers so that it could help increase Shenzhen Airlines' dominance over severe competition in future.The thesis described the present status and the future of the civil aviation market situation in domestic and international development.It was started with the operation status of Shenzhen airlines analyzing the key factors to affect its development from SWOT analysis.The customer development model has been also discussed in respects of marketing channel,organization,sale models and products?Basically,as the beginning of establishing the organizational structure for Shenzhen airlines' customer development the enterprise should create new business concepts matching the long term strategic firstly reference customer service model.Then it should improve the marketing channel and promote service also include designing diversified products.Meanwhile,Shenzhen Airlines' customer management concepts and optimization also will affect the other airlines positively.