建设银行大客户发开与管理

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1、银行大客户开发吴宏彪博士北京大学精细化管理研究中心研究员Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.三大注意手机请开震动有问题请随时举手活动请积极参加培训时间14：00－17：00培训过程中休息一次２０分钟，请利用此时间处理个人事务Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2

2、.0.0.Copyright2004-2011AsposePtyLtd.您的朋友Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.银行转型与客户开发方式的变化:银行从交易核算型

3、向销售服务型转型.客户经理从资源型向专业型转变:1.从自我为中心向以客户为中心转变2.从以关系开发向工具开发转变3.从以个人能力为主向团队协作转变4.从拉关系向满足客户需求转变Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyri

4、ght2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slide

5、sfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.

6、Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.大客户管理:大客户开发、大客户维护、大客户风险识别Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.银行大客户开发的基本现状：１：关系单２：行长单3:明星个人单Evaluati

7、ononly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.大客户开发的关键与困难：如何与地位和能量不匹配的大客户沟通和洽谈Evaluationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.两个故事看客户开发：1：红绿灯2：辛普森夫人与大客户营销棒子老虎鸡的循环Eva

8、luationonly.CreatedwithAspose.Slidesfor.NET3.5ClientProfile5.2.0.0.Copyright2004-2011AsposePtyLtd.Evaluationonly.CreatedwithAspose.Slidesfor.NET3