Problems And Countermeasures Of Key Account Management In Auto Parts Manufacturer S Company

After 30 years' exploring,China automobile industry displays an essential power for the world's auto production.The industry concentration and market position have been dramatically improved.In the past three decades,the auto components market also shifted from a seller's market to a buyer's market,which now is a diversified marketing race.Local auto-parts trades are immediately progressing the market-oriented model.Firms identified as automakers are often with large scales.Therefore,they usually are recognized as key accounts by their suppliers.Key Account management became a valued topic that was continually receiving concerns in this industry.Key account management,also recognized as KAM for short,is an innovative approach of customer management that has appeared from abroad and increasingly caught attention in the country.It is an innovative method to renew the company's operating capabilities and customer satisfaction in the automobile business model.In this article,we are going to present an example,which is S company.It is a foreign capital financing organization settled in China.The customer management system of S company will be shown during the study,and Varied aspects will be addressed.It is including the theory for account management,company organizations,cultural difference,and top management involvement.The author will do a specific interpretation in the research based on the competitive conditions and his job knowledge.Next,describe and explain the existing obstacles in the S company's key account management.Based on the examination,a particular program for optimizing the administration of key accounts of S company is recommended,and a detailed explanation is presented on how to optimize the management construction of key account teams,and to gain the satisfaction of key customers.Furthermore,concepts will be proposed,such as customer fast response operation,regional center management practices,as well as key account group incentive designs.This article is not merely trying to help foreign businesses in China that are offering auto parts but also an excellent information source to domestic corporations that are suffering from cross-cultural problems when they are trying to enlarge their market aboard.