苏州隆琛科技有限公司的客户细分策略研究
摘要：有效的客户细可以帮助目标企业有效地降低成本，并且得到高利润和高强度的市场渗透，与此同时企业可以更好地分析不同客户群体对企业的价值及需求，进而改善企业的客户关系管理，最终可以达到保持与原有高价值客户的良好关系以及吸引新客户的目的，提高现有客户忠诚度以及满意度。论文结合客户细分的相关理论与方法，以苏州隆琛科技有限公司为例，研究客户细分的策略。首先，通过分析公司的客户细分现状以及存在的问题，然后从财务状况，客户关系，客户终身价值三方面描述苏州隆琛科技有限公司的客户细分，并提出基于客户细分的具体管理策略。论文在帮助企业开展个性化的的客户关系管理策略具有指导意义。
关键词：客户细分；客户关系；客户价值
Suzhou Longsheng Technology Co., Ltd. Customer Segmentation Management Strategy
Abstract：Effective customer fine can help enterprises reduce costs effectively, and obtain high profits and high strength of market penetration, at the same time the enterprise can better analysis to the enterprise value and the needs of different customer groups, and improve the enterprise customer relationship management, finally to develop new customers, maintain existing customers, the purpose of enhancing customer loyalty. Based on the relevant theories and methods of customer segmentation, this paper takes suzhou longchen technology co., ltd. as an example to study the strategy of customer segmentation. First of all, through the analysis of present situation and existing problems of the company's customer segmentation, and then from the financial status, customer relationship, customer lifetime value three aspects to describe suzhou customer segmentation of the source of science and technology co., LTD., and puts forward specific control strategy based on customer segmentation. The thesis is of guiding significance in helping enterprises to carry out personalized customer relationship management strategy.
Keywords: customer segmentation; customer relationship; customer value
目录
1 引言 1
1.1研究背景与意义 ..2
1.2 相关文献综述 .3
1.3 研究内容及思路 ..5
2 客户细分的内涵与方法 .6
2.1 客户细分的内涵 6
2.2 客户细分的方法 7
3 苏州隆琛科技有限公司的客户细分现状及存在问题 10
3.1 苏州隆琛科技有限公司简介 10
3.2 客户细分现状 11
3.3 基于细分现状的客户管理方法 ..13
3.4 客户细分存在的问题 .14
4 苏州隆琛科技有限公司的客户细分模型的构建 ..12
4.1 客户细分模型的构建 ..12
4.2 基于客户细分的管理策略 ..15