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大客户(也称为关键客户、全国客户、全球客户或看家客户)经常被挑选出来并被给予特别关注。企业往往会与大客户签订合同并为他们提供统一的价格和一致的服务,大客户经理负责监督、协调销售人员针对大客户的销售工作。大客户工作是指那些由交叉功能小组按照一定的程序来开展协作性的活动。公司的大客户可能会由一支交叉功能人员组成的战略性客户管理小组来进行管理,小组成员固定地为一个顾客服务并且经常呆在顾客方便的办公室内。例如,宝沽公司安排了一个战略性的客户管理小组与在阿肯色州本顿维尔沃尔玛总部的工作人员一起工作,宝洁与沃尔玛已经通过合作节约了300亿美元的资金,而且使自己的毛利大约增加了11%。如果一家公司有几个甚至多个大客户,它就可能会组建一个大客户管理部门来进行运作。中型企
Large accounts (also known as key accounts, national accounts, global accounts or housekeeping clients) are often selected and given special attention. Enterprises tend to sign contracts with large customers and provide them with a uniform price and consistent service, large account manager is responsible for overseeing and coordinating sales staff for large customer sales. Large client work refers to those cross-functional groups in accordance with certain procedures to carry out collaborative activities. The company's largest customer may be managed by a cross-functional group of strategic account management team members who regularly serve one customer and often stay in the customer's convenient office. For example, the company has arranged a strategic account management team to work with its staff at Wal-Mart's headquarters in Bentonville, Arkansas. Procter & Gamble and Wal-Mart have saved about $ 30 billion in cooperation and increased their margins 11%. If a company has several or even a few big clients, it may set up a big client management department to run it. Medium-sized enterprises