客戶管理是現(xiàn)代企業(yè)工作中的重中之重，如何進(jìn)行客戶資源的優(yōu)化整合將直接影響了企業(yè)與客戶的合作關(guān)系。

Customer management is the most important side in modern business. It directly affects the relationship between enterprises and their clients in how to optimize and integrate the resource from clients.

將企業(yè)的客戶作為最重要的企業(yè)資源，通過完善的客戶關(guān)系管理系統(tǒng)和深入的客戶分類管理來滿足客戶的需要，培養(yǎng)客戶的忠誠，保證實(shí)現(xiàn)客戶的終生價值。

This management deals with enterprises’ customers as the most important resource, satisfy customers’’ need through perfect system for CRM (Customer Relationship Management) and in-depth category management for customer, and develop customer’s faithfulness. All these ensure to achieve customers’ lifetime value.

它也是一種旨在改善企業(yè)與客戶之間關(guān)系的新型管理機(jī)制，其目標(biāo)是通過提供更完善的服務(wù)來保持現(xiàn)有客戶、促進(jìn)雙方和諧共存。

It’s also a new management mechanism in improving the relationship between enterprise and customers.. Its objective is remain current clients and advance the friendship in two parties through providing more perfect service to customers..

客觀地說，煤炭營銷遠(yuǎn)未形成相對穩(wěn)定的、適應(yīng)煤炭市場不同銷售狀況的客戶關(guān)系管理基本策略。

Objectively, basic strategy of CRM for coal marketing is still never formed, which is can relative stable and suit for different selling.

部分煤炭企業(yè)的營銷機(jī)構(gòu)在煤炭銷售的不同時期對待客戶持有不同甚或完全相反的態(tài)度，這樣做損害了煤炭企業(yè)的形象,破壞了與客戶的長期戰(zhàn)略合作關(guān)系。

The marketing department of some coal enterprises has different, even wholly opposite attitudes to clients in different periods. This kind of behavior damages coal enterprise’s image, and destroys the long-term cooperative relation with customers in strategy.

從而對煤炭行業(yè)的長期、健康發(fā)展不利。

That is disadvantage to the development for coal industry.

本文主要從客戶管理的理論依據(jù)出發(fā)，論述了福建省武平縣煤炭工業(yè)公司現(xiàn)有的客戶狀況，并利用CRM系統(tǒng)、28式法則（巴萊多定律/二八定律)分析及提出了優(yōu)化管理的辦法。

This article is wrote mainly basic on the theory evidence of customer management to discuss the customer in current status for FuJian WuPing Coal Company (福建省武平縣煤炭工業(yè)公司. 請按貴司正規(guī)英文名稱填，此處先直譯), and bring forward optimized management method through using CRM system and 2-8 rule(.Pareto principle/The "Eighty-Twenty" Rule) to analyze.

通過對公司客戶管理方法的優(yōu)化達(dá)到煤炭企業(yè)與客戶保持更具良好的合作模式，持續(xù)保持和穩(wěn)定雙方合作關(guān)系。促進(jìn)區(qū)域煤炭市場的良性循環(huán)發(fā)展。

It can achieve better modality for co-operation between coal enterprises and their customers through optimize customer management, keep and stabilize cooperation between them, advance the benign circle of development in regional coal marketing.

本文著重對煤炭企業(yè)特定兩類客戶（重點(diǎn)客戶和一般客戶）進(jìn)行了研究，應(yīng)用經(jīng)濟(jì)學(xué)理論分層次論述了武平縣煤炭工業(yè)公司如何加強(qiáng)重點(diǎn)客戶和一般客戶管理。

In this article, we focus on studying two kinds of customers in coal enterprises (key customer and common customer), and use economics theory to hierarchically discuss WuPing Coal Company how to strengthen the management for key customers and common customers.