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1、ACKNOWLEDGEMENTSMydeepestgratitudegoesfirstandforemosttoProfessorMr.ZhongYugan,mysupervisor,forhisconstantencouragementandguidance.Hehaswalkedmethroughallthestagesofthewritingofthisthesis.Withouthisconsistentandilluminatinginstruction,thisthesiscouldnothavereachedi
2、tspresentform.Second,Iwouldliketoexpressmyheartfeltgratitudetoallotherteacherswholedmeintotheworldofstrategicmanagementandwhoselectureshavegivenmeinspirations.Theirinsightfuladviceandinformativelectureshaveenrichedmyknowledgeaboutstrategicmanagementandthereforewide
3、nedmyacademicview.Lastmythankswouldgotomybelovedfamilyfortheirlovingconsiderationsandgreatconfidenceinmeallthroughtheseyears.Ialsoowemysinceregratitudetomyfriendsandmyfellowclassmateswhogavemetheirhelpandtimeinlisteningtomeandhelpingmeworkoutmyproblemsduringthediff
4、icultcourseofthethesis.AbstractThisresearchfocusesondiscussingtheCustomerRelationshipManagementproblemoccurredinCSPC’sPPbusiness.Basedonaprofounddataminingandsystematicanalysis,intheviewofsustainabledevelopmentstrategyandeconomicefficiencyoptimization,itprovidesaso
5、lutionofexistedcustomerclassificationandanotionofkeyaccounttomaintainamount,generalaccounttogetrevenue.ItalsoprovidesacustomerservicemanagementsolutioninordertomeetthedevelopmentstrategyofCSPCandtomaintainhealthygrowth.Moreover,itaimstoprovideanexamplefordomesticco
6、rporateregardingcustomerrelationshipmanagementanditsoperationprocedure.Thecreativenessofthisresearchistobringforththeimportanceofkeyaccountmanagementinrelationshipmarketing,especiallyinindustrialproductsmarketing.Italsoconcludesacooperationmodelinrealkeyaccountmana
7、gement,forinstance,tosignlong-termcontract,formulationpricingandexecuterebatewhenitmeetsthetargetetc.Lastly,thisresearchdiscussesthemethodsforcorporatetoimproveefficiencybyadoptingcustomizedCRMsoftwareusingInternet,attendingexhibitiontopromotebrandsandcultureandtod
8、evelopcustomers.KeyWords:CustomerRelationshipManagement,Industrialmarketing,Sustainabledevelopment,Keyaccountmanagement,Customerclassification.i摘
