==>> 点击下载文档 |
本文通过对电子元器件分销商目前所处的政策环境,产业环境和经济环境,
以及中小型分销商的微观环境进行分析,从而得出——客户是中小型电子元器件
分销商在竞争中生存以及长远发展的法宝,只有拥有优质的客户,并且具有不断
开拓新客户以及对现有老客户进行客户关系维护能力的分销商才能在竞争中获
胜
关键词:电子元器件,分销商,客户关系,闭环沟通,战略合作伙伴ABSTRACT
With the developing of the technology and the thirteenth five-year plan from the
Chinese government in these years, the smart phone, the wearable devices, Led
lighting and other areas are flourishing dramatically, the electronic manufacturing
industry in China has become the main economical target of the country. The
electronic components distributor played the vital role in the electronic manufacturing
industry chain as the bridge that link the supplier to the end-customer, which helped
the vendor to promote the new products to the customers, and supply the technical
support, logistics management, inventory preparation, payment support, after service
and so on. As the Small-to-medium-sized electronic component distributor, how to
survive in the competition
According to the analytic result of the company M, the author worked out the
specific measures, and introduced the conceptions of closed loop communication,
customized value added service
;
Focus the customer value, intimate partners, and
multi-channel inventory dealing and so on. Consider revising to the deeply discussed
and analyzed, hoping to help the Small-to-medium-sized electronic component
distributor to take their advantage in the size to realize the profit maximization.
After analyzing the government policy, industry environment, economic
condition, and the micro circumstance of itself, the author find out that
Small-to-medium-sized electronic component distributor has to keep up the good
relationship with the registered customers, meanwhile, explore the new clients, then
builds up it is core competence to win
KEY WORDS: Electronic component, Distributor, Clients relationship, Closed loop
communication, Strategic partner目 录
第一章 绪论
...1
1.1
研究背景与意义
.......1
1.1.1
研究背景
........1
1.1.2
研究意义
........2
1.2
国内外研究现状
.......3
1.2.1
国外研究现状1.2.2
国内研究现状1.3
研究思路及方法
.......5
1.3.1
研究思路
........5
1.3.2
研究方法
........6
第二章
M
公司现状分析
.......7
2.1 M
公司发展现状分析
..........7
2.1.1 M
公司发展历程
.......7
2.1.2 M
公司组织架构
.......8
2.2 M
公司主要产品线及客户分析
......9
2.2.1 M
公司产品线选择的原因
...9
2.2.2 M
公司产品主线分析
.........10
2.2.3 M
公司主要客户分析
.........11
第三章
M
公司客户关系管理问题描述与原因分析
........13
3.1 M
公司客户关系管理问题描述
....13
3.1.1
公司沟通机制不够完善
......13
3.1.2
上游供应商支持力度不够
..15
3.1.3
下游客户忠诚度不高
..........16
3.1.4
供应链后端效率不高
..........17
3.2 M
公司客户关系管理问题根源分析
........18
3.2.1
流程繁冗,缺乏问责制度
..18
3.2.2
与供应商关系不紧密,产品线精力分散
..18
3.2.3
缺乏品牌效应和特色增值服务
......19
3.2.4
库存管理不高效,仓储流程不规范
..........20第四章
M
公司客户关系管理问题改进方案
........21
4.1
解决依据和思路
.....21
4.1.1
解决依据
......21
4.1.2
解决思路
......22
4.2
关键点和原则
.........23
4.2.1
解决问题的关键点
..23
4.2.2
问题改进的原则
......23
4.3
解决路径
.....24
4.3.1
客户关系管理能力的提升
..25
4.3.2
客户关系管理资源的拓展
..25
第五章
M
公司客户关系管理能力的提升
.26
5.1
沟通机制的改进
.....26
5.1.1
优化沟通流程进行闭环沟通
..........26
5.1.2
构建合理的销售网络
..........27
5.2
提供到位的后勤保障
.........27
5.2.1
优化库存管理模式
..28
5.2.2
规范仓储要求和流程
..........29
5.2.3
提供必要的物流支援
..........30
第六章
M
公司客户关系管理资源的拓展
......
。。。以上简介无排版格式,详细内容请下载查看