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1、三大类型客户策略Tocommunicatewithpeople,communicationandsalesstaffincustomeroftenwillalsofindthat,differentcustomershavedifferenthabitsorrequirementsfortheprocurement,tomeetthedifferentrequirementsofeachcustomer,oftenletsalesstafffeelinadequate.Andseniorsalesstaf
2、findealingwithdifferentmajorcustomersalwaysdoeverything,havedifferentcopingstrategies・Isthereanysecret?Canmajorcustomersbeclassifiedanddifferentcategoriesofbigcustomersadoptdifferentstrategies?Whatarethecriteriafordivision?Whatarethedifferentstrategiesfor
3、differentcustomers?[case]differentkeyaccounts,differentstrategiesAsteelmanufacturingCo.,Ltd.aimedatfocusingondifferentmajorcustomerstododifferentiationstrategyTherearethreedifferentdientswhoknowtheproductofthecompanyrespectively.Acustomer:amanufacturingco
4、mpanyfromthisprovince・needtobuyabatchof***sizes・〃・Productquantity50000.Atpresent,twodomesticenterprisesandamultinationalenterprisehaveofferedthequotation.Inordertoobtainmorechoices,Iwouldliketoaskforyourlowestquotation.Ourcompanywillmakefinaldecisiononpur
5、chasingwithinaweek・"Bcustomer:fromamanufacturinggroup・"Thepurchaseperiodisusually5to8months・Wewouldliketoinquireaboutinformationabout***productsandwouldliketoknowtheservicesandinstructionsthatareavailableduringtheirinstallationanduse・Itishopedthatanenterp
6、risewillhaveaserviceonhowtoselect,howtouseandmaintainitsequipment,andsoon."Ccustomer:fromalargecarmanufacturer.〃0urcompanyneedsproductionofcoretooutsourcesomepartstofocusonthetechnologyandequipmenttoimprovethequalityandoutputofourproducts・〃・Hopethatthepro
7、ductscomplementeachother,thebestcanreachcoordinationbetweenthetop,andsoon."Casestudy:Theabovecase,accordingtothethreelargecustomersinthefirstchaptertheclassificationrule,A,B,Ccustomersbelongtotheintrinsicvalueofcustomers,threecustomersinthevalueoftheexter
8、nalvalueofcustomer,customervaluestrategy,itsimportancearereasonablecostfactors,complementaryproductsandvalue-addedservices,etc・cooperationprogramsandresources・Fordifferentcustomers,salesstaffshouldadoptdifferentstra
