战略大客户管理 .pptxVIP

戰略大客戶管理的定義拓展客戶關係以增進了解根據這種了解調整企業活動以獲得競爭優勢Identify where your relationship currently lies.Identify where you would like your relationship to lie, and by when.What are the principal activities and actions required to make this happen?1. 2.3.4.5.戰略大客戶管理階段與工具管理階段定義衡量分析設計驗證目的Define What, Why, Who, How, WhenDefine customer need’s and specify CTQDevelop high-level process design conceptDevelop details, and optimize the designVerify process performance against project target應用技術戰略大客戶的選擇準則組合分析客戶價值四格圖風險分析Stakeholder analysisQFDKANO Model客戶價值計分卡Functional AnalysisProcess Map (high Level)Conceptual DesignP