从安徽电视台的做法谈大客户战略（Talk about big client strategy in Anhui television practice）.docVIP

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从安徽电视台的做法谈大客户战略（Talk about big client strategy in Anhui television practice）.doc

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从安徽电视台的做法谈大客户战略（Talk about big client strategy in Anhui television practice）

从安徽电视台的做法谈大客户战略（Talk about big client strategy in Anhui television practice） EMKT marketing director Liu Kun In April 2005, Anhui TV station invited, I accompanied the international combat marketing guru Dr. John Caslione (Dr. John Caslione) visited Hefei, and participated in the China Anhui television 2005 pilot marketing forum. Anhui has a long history, the enthusiasm of the people of Anhui business forum, hundreds of learn the audience left a deep impression on me, which gave me the deepest impression is the organization of the forum of Anhui TV station. I always think that the people of Anhui are very business like people. From the late Qing Dynasty, the famous generation of Anhui merchants represented by Hu Xueyan can be seen. But because of many historical reasons, Anhuis economy is now in a relatively backward position in the country, and the overall market capacity and consumption capacity of Anhui are relatively limited. However, even in this business environment, Anhui TV station can still from the provinces economic talent shows itself in its sales and customer satisfaction are among the best in the provincial television stations, which is very rare. Through research, I find that the success of Anhui TV station is closely related to the strategy of big customer, which has always adhered to it. With big customer strategy, we all know that 20% of customers bring 80% of profits to enterprises. But the question is: how to find 20% of these customers (key customers)? How to attract these customers? How to develop these customers? How to maintain these customers? If the enterprise can accomplish something in the above work, the market will be rapid and stable development, the study found that Anhui TV station is done in the above points is in place, there are a lot of reference, lets take a look at the practice of Anhui TV station. 1, how to find key customers? In the early days of construction, Anhui TV station established a keen market awareness. TV leaders h