关键客户管理介绍篇优质教材.ppt

关键客户管理介绍篇;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT;KEY ACCOUNT MANAGEMENT 关键客户管理;KEY ACCOUNT MANAGEMENT 关键客户管理Buyer and seller relationship 采购员与销售员的关系;KEY ACCOUNT MANAGEMENT 关键客户管理;KEY ACCOUNT MANAGEMENT 关键客户管理;KEY ACCOUNT MANAGEMENT 关键客户管理The stages 阶段; Key Account Record 关键客户记录;KEY ACCOUNT MANAGEMENT 关键客户管理The stages 阶段; Building Relationship 建立关系;KEY ACCOUNT MANAGEMENT 关键客户管理The stages 阶段;KEY ACCOUNT MANAGEMENT 关键客户管理The stages 阶段;KEY ACCOUNT MANAGEMENT 关键客户管理The stages 阶段;KEY ACCOUNT MANAGEMENT 关键客户管理Discussion 讨论Dealing with key accounts 与关键客户交易;KEY ACCOUNT MANAGEMENT 关键客户管理Discussion 讨论Dealing with key accounts 与关键客户交易;KEY ACCOUNT MANAGEMENT 关键客户管理;Account analysis 分析客户Account portfolio matrix 客户组合;Account analysis 分析客户 Account evaluation 评估客户;Account analysis 分析客户Account evaluation 评估客户;Account analysis 分析客户Account portfolio matrix 客户组合;Worksheet 工作表Account attractiveness and supportiveness 客户的吸引力和支持程度;Case study 事例研究Performance record with 4 chain stores in 2000 2000年度四个主要连锁店的交易记录;Continue Case study 继续事例研究Account evaluation 评估客户;Continue Case study 继续事例研究;Chapter 2 第二篇 ACCOUNT RECORDS 客户记录;Account records 客户记录Retail outlets classification 类别零售店;Account records 客户记录Outlet record card 门店记录卡;Account records 客户记录Chain store record card 连锁店记录卡;Account records 客户记录Outlet performance report 门店成绩表;Account records 客户记录Chain store performance report 连锁店成绩表;Account records 客户记录Top 10 sales share 十大销量份额;Account records 客户记录Fortune global 500 财富杂志世界500列强;Chapter 3 第三篇 KONWING THE BUYER UNDERSTAND KA OPERATIONS 认识采购员及了解关键客户的操作;Knowing the buyer 了解采购员Various aspect or a buyer 多方面了解采购员;Group discussion 分组讨论 Matters knowing from the buyer 从采购员处了解的事项;Group discussion 分组讨论 Matters knowing from the buyer 从采购员处了解的事项;Building relationship with KA 与KA建立联系Business rap