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LZ telecommunications company government and enterprise customers marketing team management issues

Author: GuoChunHua
Tutor: ChaiJunWu
School: University of Electronic Science and Technology
Course: Business Administration
Keywords: China Telecom Government and Enterprise Customer marketing team management problems research
CLC: F626
Type: Master's thesis
Year: 2009
Downloads: 58
Quote: 0
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Abstract


In the fierce competition of the current market, Government and Enterprise Customers (important customers) are the most valuable strategy resources. As the development of the communication technology and the popularization of the Information Technology Application, the demands of the Government and Enterprise Customers are individuated and diversified. In certain sense, the competitions between telecommunication carriers in the Government and Enterprise Customers market are those of their marketing teams. The battle effectiveness of the marketing teams in the Government and Enterprise Customers market directly decides the outcome of the market competition and the survival and development of the telecommunication carriers. Thus, it is every telecommunication carriers’inevitable responsibility to enhance the battle effectiveness of their marketing teams. Based on the research on the marketing teams in the Department of Government and Enterprise Customers of China Telecom, LZ Branch, this essay made analysis in three aspects: personnel, inner& outer relationships and the management mechanisms of the client managers. Results show that, the operational abilities and skills of these marketing teams are insufficient, the inner& external relations are far from harmonious and the client managers’application of the management mechanism is improper. Based on the basic theories of building and managing a marketing team, we gave following suggestions to solve these problems: optimize the marketing post setting and client manager’s post setting, perfect the management mechanism of the client managers in marketing teams, straighten out the inner and external relations, enhance execution abilities of the team, take the initiative to found collaborations between different department, strengthen the performance management of the Government and Enterprise Customers marketing teams, accordingly form a fine operational cycle, further improve the performance, and achieve the final goal of linking theory with practice to solve practical problems.

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