客户关系管理之客户教程详解.ppt

第2讲　客户经理制度 Customer Philosophy从“捕获”到“耕耘” Instead of “hunting ” marketing is “gardening ”. The job is not to find the right customer for your products, but the right products for your customers. As stated by Lester Wunderman ,”The chant of the Industrial Revolution was that of the manufacturer who sad ‘This is what I made, won`t you please buy it.’ The call of the Information Age is the consumer asking, ‘This is what I want, won`t you please make it.’ ” 一.为什么要设立客户经理制度 市场发生了变化 大量化营销　　　目标营销　　　客户定制营销　　　　1：1营销 惠普（中国）公司战略规划总监高建华曾比喻说，西方的营销是80％科学20％艺术，而中国本土企业则是20％科学加80％艺术。 从产品管理到