客户重要性排序子流程.ppt

LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * Easy-to-follow procedures have been designed to determine the base price for bundled/unbundled deals. LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * LGD020319BJ-customer prioritization * 了解每名目标客户与联想的关系程度，对下一步资源分配提供参考依据 汽车工业细分市场 国有企业 合资企业 民营企业 很强的关系 （一级） 主要客户发展对象（一级） 次要客户发展对象（二、三级） 现有联想客户 新客户 项目关系 （二、三级） 举例 中等规模 大型公司 小型公司 国有企业 合资企业 民营企业 国有企业 合资企业 民营企业 LGD020319BJ-customer prioritization * 为每一名目标客户确定客户关系总负责人和日常客户关系发展与维护的负责人 行业类别： 客户名称 客户级别 总负责人 日常关系负责人 最初客户关系建立时间 客户发展状态 初次接触 已举办X次研讨会 正起草项目建议 项目建议已发出，谈判中 项目结束 细分市场类别： * 总负责人一般由细分市场经理或BU副总担任，作为客户关系的第一负责人 **日常关系负责人一般由客户经理担任，负责一般客户开发的计划和执行 LGD020319BJ-customer prioritization * 各名客户发展的负责人