大客户管理中的问题与对策——以小米公司为例内 容 摘 要信息化高速运转的今天，传统的商业模式逐渐退出历史的舞台。取而代之则是以客户中心，形成与客户稳定的合作关系的新兴模式。因此做好大客户管理工作成为企业可持续发展中的重要部分，在手机市场激烈的竞争环境下，小米公司面临客户群体转移飞快，用户需求广泛的情况；更需要运用大客户管理方式，巩固自身的客户群体，提高客户的品牌忠诚度和满意度。因为大客户管理对提高小米公司的长远发展有着关键的作用，所以研究小米公司的大客户管理有着重要的理论结合实践的作用。本文通过对小米公司当前大客户管理要素的现状分析，结合大客户管理的理论与基础对小米公司存在的问题进行了梳理，提出了小米公司在实际运用大客户管理中的问题：一、内部缺乏大客户管理的部门；二对大客户信息管理环节比较薄弱；三、缺乏有效的营销整合机制。结合 SWOT 分析法，为小米公司实行大客户管理起到参考依据的作用：最后根据实际存在的问题提出了相对应的解决措施。关键词：大客户；大客户管理；小米公司； IProblems and Countermeasures in key account management---- Taking Xiaomi Company as an exampleAbstractWith the high speed of information technology, traditional business should be gradually disappear from the history in the future. Instead, the new model is to form a stable cooperative relationship with customers based on customer center. Therefore, To do well in the management of key customers has become an important part of the sustainable development of enterprises, Under the fierce competition environment of mobile phone market, Xiaomi company is confronted with the situation of rapid transfer of customer groups and wide range of user needs; it is more necessary to use key account management to consolidate its customer groups and improve customer brand loyalty and satisfaction. Because big customer management is pivotal tool in improving the long-term development of Xiaomi Company, the research on big customer management of Xiaomi Company has an import...
