关键客户管理介绍篇PPT120页.ppt

Chapter 4 第四篇 ACCOUNT PLAY 客户计划 Account plan 客户计划 Building account knowledge 加强认识客户 Peripheral account knowledge 表面上认识客户 Example:Turnover; no. of outlets location; buyer etc. 如销量；门店数目及地点；采购员等等 。 1 Account plan 客户计划 Building account knowledge 加强认识客户 More details insight to the account 更上一层的认识客户 ? Example:Organization reporting structure; decision -making process;overall company performance;network of personnel;budget periods. 如公司及汇报结构；决策过程；整体业绩；人事关系；财政年度等 等。 2 Account plan 客户计划 Building account k