文档介绍：华中科技大学
硕士学位论文
电子元器件代理商新客户的开发管理
姓名:薛定兵
申请学位级别:硕士
专业:工商管理
指导教师:成邦文
20061023
华科大硕学论
摘要
随着我国经济的持续发展,电子制造业取得了长足进步,电子制造生产所需的
配套元器件贸易因此而蓬勃发展,这对整个电子行业的发展起到了积极的促进作
用。现在,电子元器件代理商竞争激烈,既有海外的大贸易商,港台贸易商,亦有
内地的贸易商。竞争日趋激烈的买方市场,给元器件代理商带来了巨大的压力。
元器件代理商为求得生存和发展,就必需有效的开发新客户,管理新客户,以
此取得自己的发展空间。近几年来,电子新产品,特别是消费类电子产品的发展,
给了元器件代理商巨大的空间和开发新客户的机会,也对其提出了新的要求。
本文首先阐述了元器件代理商的定义及其在电子产业链中的作用,进而分析了
元器件代理商新客户的特点、新客户开发对代理商的重要作用、各类代理商的优劣
势、新客户开发办法、新客户开发管理等,就如何有效开发新客户、维持新客户、
管理新客户进行了探讨。
本文所做的工作主要有:
(1)研究各类电子商情资料,对元器件代理商分析与研究。
(2)聚兴公司的发展历程所总结出来的经验,特别是新客户的开发管理。
(3)对一些影响新客户开发的因素存在的原因做了深入的研究。

关键词:电子元器件代理商新客户开发新客户管理
I
华科大硕学论
Abstract
With the continuous growth of China' economy, it makes a rapid progress in the
field of the electronics manufacturing industry. As a result, the related trading of relevant
components business is sharply booming. This result in a positive impact of the whole
electronics industry in China. Nowadays, ponents distributors get more and
petitive. Those distributors are from different channels like overseas big
panies, Hong Kong and Tai Wan panies, and some of them are
from Inland China. This existing situation makes them quite a lot of stress.
In order to survive and strive for the further development of the business,
components distributors necessarily need to develop new customers and well manage
them so that they could have a bigger space for business expansion. In recent years, the
growth of electronics products especially consumers honors a huge room for the
distributors. Every new chance for the distributors also raises new qualifications of them.
This article first describes the definitions ponents distributors and the roles it
plays in the chain of electronics industry, then it analyses the features of new customers
ponents distributors, the importance of the development of new customers,
virtues and disadvantages of various distributors, ways to develop new customers and the
management of