客户开发管理的方法（Methods of customer development management）.docVIP

客户开发管理的方法（Methods of customer development management） Methods of customer development management: Customer development is the first step in the sales work, usually in terms of business personnel through the market street preliminary investigation to understand the market and customer, the customer focus communication strength and intention, finally completed the target area customer development plan. But more than just a customer development enterprise work of the tip of the iceberg, successful customer development of enterprises, enterprises need to start from their own resources, to understand some of the practices of competitors in terms of customer, customer development strategy for the development of business, and then implement the frontline sales staff, customer development, is a system engineering. The Diamond Model of customer development management, which is developed by the policy consultant, expounds the customer development system engineering from four angles of strategy, competition, resource and concrete execution. First, customer development strategy Customer development strategy generally has the following three kinds: 1. points and two steps strategy The strategy means that for the manufacturers who have just entered an industry, there is no need to adhere to the principle of one step in the choice of channel members, allowing the distribution members of the market to have an understanding process. The first step in the early establishment of channels, and accept some of the lower level distribution members; the second step, the time is ripe, the products in the market has gradually set up popular members, and gradually eliminate the low level distribution member. 2. step strategy The strategy is that the manufacturer adopts the same distribution member as a reference company. And this reference company is mostly the rival goods manufacturer or the market leader in the industry. For example, Coca-Cola in the beverage industry. First, the channel to