关键客户管理分析资料.ppt

Summary of case study 事例研究概要 Chapter 6第六篇BUSIMESS REVIEW MEETING业务检讨会议 Framework of system and procedures 系统的结构及程序Account management meeting 关键客户会议 Every meeting should have a selling purpose. 每个聚会都必须有个销售目的。 The Account Manager should avoid falling into the trap of ‘courtesy meeting’ 关键客户经理应该避免《闲谈式会议》的情况发生。 The common excuse is to maintain relationship. 一般上的理由是为了保持关系。 The negative side is the buyer learns that he or she can have meeting and avoid discussing business issues or making commitment. 不良的一面就是让采购员习惯在聚会时避免谈论生意或作出承诺。 Framework of system and procedures 系统的结构及程序Account manag