如何进行大客户开发--案例分享（How to develop large accounts -- case sharing）.doc

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如何进行大客户开发--案例分享（How to develop large accounts -- case sharing）.doc

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如何进行大客户开发--案例分享（How to develop large accounts -- case sharing）

如何进行大客户开发--案例分享（How to develop large accounts -- case sharing） Since last year, wrote an article about stationery industry how to carry out the customer management , that this is a very worthy of attention and discussion, many training companies also strengthen this aspect of the business, so they asked the author to peer the actual case out to share with everyone, by now take a general supplies project view of customer development, I hope these cases can give you some inspiration. Stationery industry has been called is one of the most promising future of the industry, China stationery industry (including office supplies and school supplies) to ownership for 20 billion dollars in the world before, but also a year to more than 15% of the rate of growth, and occupies the largest share than the office equipment and supplies. According to the inventory estimates, in 2003 China has 3 million 100 thousand general printers, inkjet printers, 9 million 38 thousand sets of 33 thousand and 500 sets of printing machines (0.5M~5M), 3 million 680 thousand Taiwan, 738 thousand Taiwan laser machine integration machine, 1 million 300 thousand copiers, fax machines, 16 million sets of 2 million 748 thousand shredders, the annual consumption of various types of supplies worth more than 25 billion yuan. By 2005, Chinas population will rise to 2 million 800 thousand (because of the popularity of universal printer, this is the only decline), 16 million 788 thousand sets of 48 thousand sets of inkjet printers, inkjet printer (0.5M~5M), the integration of 5 million 60 thousand laser machines, 2 million 38 thousand machines (the largest increase), 1 million 660 thousand, 21 million copier 422.5 units of various types of fax machines, shredders, and annual consumption of various types of supplies will be worth more than 40 billion yuan, office supplies in the service object will also change, the IT supplies demand, the annual growth rate will exceed 35%, which bring new market opportunities