对于企业来说,大客户(Key Account)不仅是稳定销售额和利润的来源,更重要和更长远的意义在于大客户是企业稀缺的战略资源和企业竞争力的体现。与快速消费品相比较,石化企业生产的许多大宗原料产品,其使用的客户中大中型企业的消费量在总量中占 For enterprises, Key Account is not only a source of stable sales and profits, but more important and more important in the long run is that big customers are the scarce strategic resources and the competitiveness of enterprises. Compared with fast moving consumer goods, the large amount of bulk raw material products produced by petrochemical enterprises accounts for the total consumption of large and medium-sized enterprises among customers