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集团客户营销,波谲云诡,一直是学界的一块“灰色区域”。教科书上高谈阔论,不着边际;营销高手们也大多三缄其口,秘不示人。本人不揣冒昧,愿将职业生涯中的经历和点滴感悟与同行共享,并求教于方家。集团客户营销包括四个环节:客户信息的获取与客情关系培植,谈判与签单,交付与回款,售后服务与客户回访。其中价格谈判承前启后,是关键的一步,核心的一步,笔者拟从此入手。
Group customer marketing, riot cloud, has always been a “gray area ”. Textbooks talk, no marginal; marketing masters are mostly silent, the secret does not show people. I do not guess the future, and is willing to career experience and peer perception and sharing, and to seek advice in the square. Group customer marketing includes four areas: customer information acquisition and customer relationship cultivation, negotiation and signing, delivery and payment, after-sales service and customer feedback. Among them, the negotiation of price proposition is the key step and the core step. I intend to start from this.