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The Research about Customer Evaluation System of ZYNP Corporation

Author: JingJunCheng
Tutor: LiuYuMin
School: Zhengzhou University
Course: Business Administration
Keywords: ZYNP Corporation Customer identify Customer evaluation system Specialists Judging method
CLC: F426.471
Type: Master's thesis
Year: 2011
Downloads: 20
Quote: 0
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Abstract


How to keep old customers, and win new customers, have been a big challenge for many Chinese manufacturers. With the development of automobile and parts in China, the "manufacture center of automobile and parts" has transferred from Europe and America to China. Chinese automobile industry will be much more prosperous than before. Meanwhile, with the development of technology in automobile industry, the big manufacturer is more and more competitive; then the purchase concept of customer has also changed, there is the demand for goods and services beyond the price and quality. It is accompanied by changes in consumption concept, the Core of enterprise management from the "product-centric" transformation into a "customer-centric". Thus, to identify the valuable customers is very important for enterprise to develop.This paper is based on customer relationship management, taking foreign customer relationship management as reference, deeply analyzes the customer evaluation system of ZYNP Corporation. Firstly, through analyzing the resources and customer management of ZYNP Corporation, it points out the existing problems in customer evaluation system for ZYNP. Then according to purchasing condition, capital condition, credit and so on, it establishes a customer evaluation system using Specialists Judging methods for ZYNP. Lastly, it illustrates 9 customers of ZYNP by customer evaluation system. These 9 customers include CNHTC, CUMMINS, Yuchai, Xichai, ITEC, DCEC, Chaochai, Nemak, Changchi, Jianghuai, Kostroma, and Changfa. And supplies the related customer management strategy under the above results.The features of this paper are as follows:1. Establishing the customer evaluation system for ZYNP Corporation according to profit rate, sale ratio, purchasing ratio, stable order, based on customer evaluation principles.2. Establishing the related grade system through Specialists Judging method.3.Supplying related customer management strategy according the results of customer evaluation. This paper not only supplies evaluation system for ZYNP Corporation, but also supplies theory knowledge for other trades.

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