如何进行大客户开发--案例分享(国外英文资料).doc

如何进行大客户开发--案例分享 Since last year to write a paper about office stationery industry how to make big customer management , realized that this is a very worthy of attention and study the problem, a lot of training are also strengthen this aspect of the business, so colleagues asked the author bring out the actual case and share with everyone, now take a general consumable materials project to see the application of large customer development, hope this case can give you some inspiration. Cultural goods industry has been called is one of the most potential industry in the future, China stationery industry (including office supplies and school supplies) in the global top with $20 billion the ownership of, and still growing at a speed of more than 15% a year, and the biggest share of office equipment and supplies. According to ownership, in 2003, our country has 2003 universal printer, 9.038 million inkjet printer, 33500 print machine (0.5 M ~ 5 M), 3.68 million sets of laser machine, 738000 integrated machine, 1.3 million copier, 16 million sets of various kinds of 2.748 million sets of fax machines, shredders, consumption of all kinds of material is worth more than 25 billion yuan a year. In 2005, our countrys ownership will rise to 2.8 million universal printer (because of the penetration problem, this is the only falling) 16.788 million, 16.788 million inkjet printer, print machine (0.5 M ~ 5 M), 5.06 million sets of laser machine, 2.038 million integrated machine (the biggest rise in), 1.66 million copier, 21 million sets of various kinds of fax machine, shredder, 422.5 then the consumption of all kinds of material value will be more than 40 billion yuan a year, in the office supplies channel service object will also change, the demand for IT consumables, annual growth rate of more than 35%, this cultural office supplies industry to bring new market opportunity, the more people the common consumables industry described as second only to white powder industry, the indu