Key Account sales strategy 12 strokes of the - relationship marketing tactics.docVIP

 PAGE \* MERGEFORMAT 14 Key Account sales strategy 12 strokes of the - relationship marketing tactics The relationship between the word in China, has a meaningful and profound implications, particularly the large industrial customers marketers jumping on to talk about ‘customer relations’ reality, but also illustrates the relationship marketing in their daily sales activities in the degree of importance. However, most sales staff understanding of relationship marketing is a very one-sided, there is considerable misunderstanding. Such as: ① relationship marketing is nothing more than inviting the guests gifts plus rebates; ② and good customer relations within the acquaintance, is a key factor in sales success. . . A company is a ready-mixed concrete producers, 70% of its volume of business from the local B-one of the largest construction contractors, the two companies have a long cooperative relationship between the time a very ‘iron’, because the A company’s chairman and B companies had a university classmate, friend, during which there are other concrete producers want to do business with B Company, but all without success. A company in the outside world seems to really be able to enjoy the shade trees back, but this makes the envy of competitors, companies have great difficulties in fact: first, the construction industry arrears serious, Party owes the construction side, the construction materials supply side was re - , suppliers must be prepared to a lot of money to flow, and second, of raw materials rises sharply and the construction companies to make profits declining competition in favor of press material suppliers cut prices, suppliers face a double pressure. There were some B’s to A’s ultimatum: the Party of the prices of certain projects of low pressure, if you do not do this price, then other concrete manufacturer is willing to do so, had to sorry. A company knows that prices do not make money if we consider the words of interest arrears may also b