在如今逐渐激烈的竞争下，药品生产商已经意识到在利润与销量两者之间难 以形成平衡的趋势，所以如何进行药品销售的体制改革，通过有效的与客户形成 一个稳定的联系，提高对客户的管理，尤其是与大客户的关系的维系，提高企业 医药与国内外其他生产商之间的竞争力，成了药品生产商迫在眉睫的一个问题。 因此，怎样在复杂、多变的环境下形成强大的竞争力，大大提升客户满意度，真 正减少运营成本，增加盈利率，进一步扩大公司的市场规模，增强开拓市场力， 减少资金周转率，是现今国内医药企业最关注的问题。 本文针对江西佳源医药公司的大客户关系展开研究。首先，本文采用论文综 述研究法，着重介绍客户相关理论知识，客户价值及其目标管理，客户管理方法 与技巧；其次，使用实证分析法，以佳源医药公司为例，深入分析了公司客户关 系管理现状及问题，并对导致问题的成因进行了探讨；紧接着，针对公司客户关 系管理中存在的问题，从制度、技术、人员和资金等方面提出了改善方法和保障 措施，以期提高公司在客户心目中的认可度、知名度、美誉度和忠诚度，也有利 于企业掌握了客户的趋势、加强与客户的联系、扩展自己的客户渠道、提供最及 时、最优秀的客户服务；最后，总结全文，论述存在的不足。 关键词： 佳源医药；大客户；药品营销；客户管理 2 Abstract In today's increasingly fierce competition, medicine manufacturers have realized that there is no balance between profit and sales trend, so how to carry out the reform of drug sales, through effective and customer formation of a stable relationship, improve the management of customers, especially with the relationship between major customers, Increasing the competitiveness of enterprise medicine with other domestic and foreign manufacturers has become an imminent problem for drug manufacturers. Therefore, how to gain competitive advantage in complex environment, greatly improve customer satisfaction, effectively reduce operating costs, enhance their own profit space, and thus improve the market share of enterprises, to meet market and open up market capacity, shorten the capital turnover time is the most concern of China's pharmaceutical enterprises. In this paper, it focused on the company's major customer relationship of Jiangxi Jia Yuan pharmaceutical. First of all, this paper uses the method of summarization, focus on customer-related theoretical knowledge, customer value, customer goal management, customer management methods and skills; Secondly, using the empirical analysis method, taking Jia Yuan medicine company as an example, deeply analyzes the present situation and the problem of the company customer relationship management, and probes into the cause of the problem. In view of the problems existing in the company's customer relationship management, from the system, technology, personnel and funds and other aspects of the improvement methods and safeguard measures, in order to improve the company in the eyes of customers recognition, visibility, reputation and loyalty, but also conducive to the enterprise grasp the trend of customers, strengthen contact with customers, expand their own customer channels, Provide the most timely and best customer service. Finally, summarize the full text, discuss the deficiencies.。。。。。。以下内容略