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被曲解和神化的背后这些年,与大客户有关的营销培训和书籍铺天盖地,似乎大客户营销也成了救命稻草,仿佛大家在心中有了这么一个公式:大客户数量和质量=公司销售战略成败。很多中小企业都很羡慕那些拥有固定大客户的同行:业务稳定,交易成本逐次降低,利润虽说不是很高,但也足以支撑公司业务的半壁江山。俗话说,手中有粮,心中不慌,拥有大客户的企业在开发新客户和代理商的工作上变得从容不迫,稳定+发展,真是羡慕死了同行们。
Be misunderstood and deified behind these years, with major clients marketing training and books overwhelming, it seems that big customer marketing has become a life-saving straw, as if everyone in the mind with such a formula: the number of large customers and the quality = sales strategy success or failure . Many SMEs are envious of those who have a fixed large clients counterparts: business stability, lower transaction costs, although the profit is not high, but enough to support half of the company’s business. As the saying goes, in the hands of food, not panic, with large customers in the development of new customers and agents in the work to become calm, stable + development, I really envy die of their colleagues.