本文通过对大客户的重要性和发生叛离原因的分析,运用分类分析的方法,提出了培养大客户忠诚度的方法措施。认为培养大客户忠诚必须在保证质量服务等的前提下,要加强对大客户进行人性化的管理、不断为客户创造新的更大的价值、时刻关注客户的需求和所想、保持比竞争对手更多的优势、与大客户建立战略合作关系等。 Through the analysis of the importance of large customers and the causes of the defection, this paper puts forward the methods and measures to cultivate the loyalty of large customers by using the method of classification analysis. That the cultivation of large customer loyalty must ensure quality services, under the premise of strengthening the humane management of large customers, and constantly create new and greater value for customers, always pay attention to customer needs and think, to maintain than competitors More advantages, and strategic cooperation with large customers and so on.