防止大客户跳槽的管理方略（To prevent the big customer management strategy of job hopping ）.docVIP

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防止大客户跳槽的管理方略（To prevent the big customer management strategy of job hopping ）.doc

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防止大客户跳槽的管理方略（To prevent the big customer management strategy of job hopping ）

防止大客户跳槽的管理方略（To prevent the big customer management strategy of job hopping ） For telecommunications, finance, insurance, logistics, industrial and consumer goods industries and other industries, customers are the survival of the enterprise. At the same time, many enterprises have realized the importance of cultivating large customers, such as: 2003 Shanghai Adidas headquarters put a payment of arrears of nearly 600 thousand dealers to court, this makes Adidas worried things not only appear in the dealer body. Adidas has more than 300 dealers in China, due to the number of customers too much, enterprise control is difficult. Thus, Adidas is considering a multi culture of several large customers, and now such a large customers but also 10. Although diandaqike, big bully, but the position of marketing in the marketing strategy of the unprecedented promotion, we can see also can feel this point. However, the premise of customer marketing and management of enterprises is to identify really big and false major, so dont put limited resources or energy waste in the false large body. This concept, take a new perspective to interpret the following customer. Customer refers to the product (or service) key customers with high frequency, high consumption and high customer profitability and have a certain impact on business performance to the (KA), and in addition to the customers can be as small and medium-sized customers category. In this sense, the enterprise should not consider the following class customers as large customers, these are false major: one is not the occasional large consumption group purchase customers understand for large customers, because they may not be the source of enterprise sustainable profit; two is not only the demand of the consumer customers as a customer, and ignore its profit ability, provide the performance contribution; three is not to exploit the big enterprise flayer as large customers, these customers may not have long-term maintenance value