Key Account Sales- selecting the right bait to catch a big fish.docVIP

 PAGE \* MERGEFORMAT 10 Key Account Sales: selecting the right bait to catch a big fish ‘Chipping away in 2012, it is better Group buy a single’, a reference to Group buy, those who have had successful experiences of people of what should drool. However, the optical flow saliva is unable to Group buy customers Walsh said, to meet their needs co-operation agreement was trip from the city Caixing. 1, give Group buy classification, to find an entry point for fishing Group buy you know there are several types of customers do? When asked about this question, many have had the business manager of Group buy sales experience is not necessarily the answers given were out. However, different types of customers are not the same point of their needs, we have to convince the Group buy impress customers, we must first demand from different types of customers to start looking for a breakthrough, in general, Group buy customers can be divided into three types: The first, office class Group buy, by definition, office class is a unit of Group buy out a large number of procurement of office equipment and other infrastructure as a Group buy type of object, whether it is government overseas purchases of office supplies, or a group need 10 cars, all belong to this category. The second, welfare Group buy, that is, units of welfare provision out procurement of goods, unit efficiency as possible, the greater the procurement budget. The third, Gifts Group buy, and some units to other sectors, gifts, some companies engaged in overseas purchases of promotional gifts, all belong to this category. Although the three types are Group buy, but each type of Group buy has its own different requirements, while the sales staff to be moved by the Group buy customers, must first get past is this off - to find their needs points. Office Class Group buy customers, the general had been right before in the procurement of goods with the need to purchase the basic requirements, such as price, perform