国有石油企业销售业务大客户管理体系建设研究  

Research on the construction of key account management system in stateowned petroleum enterprises

作　　者：吴安琪 赵勤宝 王磊[3] WU Anqi;ZHAO Qinbao;WANG Lei(CNPC Economics and Technology Research Institute,Beijing 100724,China;PetroChina Marketing Company,Beijing 100007,China;PetroChina Beijing Marketing Company,Beijing 100101,China)

机构地区：[1]中国石油集团经济技术研究院,北京100724 [2]中国石油天然气股份有限公司销售分公司,北京100007 [3]中国石油天然气股份有限公司北京销售分公司,北京100101

出　　处：《车用能源储运销技术》2024年第6期85-90,共6页

摘　　要：展望“十五五”,在国家“双碳”目标、能源终端服务转型的大背景下,国有石油企业打造大客户管理体系,将是提升成品油市场营销能力及客户服务质量的重要内容。根据bp、华为、中信、中粮、中国移动等企业销售业务大客户的发展情况,总结分析大客户管理体系的关键要素及特点,结合我国国有石油企业发展现状,建议销售企业优化大客户管理体系顶层设计,针对生命周期开展大客户服务,推进大客户管理数字化转型。Looking forward to the“Fifteenth Five Year Plan”,in the context of the national“double carbon”goal and the transformation of energy terminal services,state-owned oil enterprises will build a key account management system,which will be an important part of improving the marketing ability of refined oil products and the quality of customer service.According to the development of key accounts of sales enterprises such as bp,Huawei,CITIC,COFCO and China Mobile,summarize and analyze the key elements and characteristics of the key account system.According to the development status of China’s state-owned oil enterprises,it is recommended that relevant enterprises optimize the top-level design of key account system,carry out key account service for the life cycle,and promote the digital transformation of key account management.

关 键 词：大客户管理 成品油销售 客户关系管理 

分 类 号：F426[经济管理—产业经济]