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  • 主講課程:
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  • 邀請費用:
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大客戶管理培訓課程大綱

2020-01-14 更新 263次瀏覽

  • 所屬領域
    客戶服務 > 大客戶服務
  • 適合行業
    銀行證券行業 建筑地產行業 通信行業 保險行業 其他
  • 課程背景
  • 課程目標
    1.認識和理解管理大客戶的意義和作用, 2.分析影響客戶和你的銷售業績的環境因素 3.建立大客戶管理的基本流程 4.客戶業務發展的驅動因素如何影響客戶的業務;清楚分析客戶的業務需要、組織需要和個人需要 5.清晰客戶內部的組織構架,業務流程,決策流程,有效管理可恨關系 6.有效對大客戶作SWOT分析(優勢-弱勢-機會-威脅) 7.明確如何設定和執行客戶管理目標,建立相應的策略,明確資源 8.制定業務計劃,并贏得客戶和內部資源對計劃的支持,以便更有效地溝通和協調策略,向大客戶展現合作帶來的附加利益,使自己和客戶共同發展和成長,幫助客戶經理對大客戶維護老業務,拓展新業務
  • 課程時長
    一天
  • 適合對象
    企業客戶主管,客戶經理、銷售團隊管理者、大客戶銷售人員等
  • 課程大綱

    yi、mubiaoyujieshao

    1.jieshaopeixundemubiaohefangfa

    2.lejieduipeixundeqiwang

    3.zengjinlejiehexinren

    er、jianlikehuxinxipingtai

    1.dakehuguanliliucheng

    AG捕鱼2.jianlifenxidakehudejibensilu

    3.kehujinglizaidakehuguanlizhongdejiaoseyuzuoyong

    AG捕鱼4.mingquedakehuxinxidelaiyuanhewanshankehudangan

    san、pinggukehudeqingxinghehuanjing

    1.fenxiyingxiangkehuyejideyinsu

    2.jianlidakehudeswotfenxi

    AG捕鱼3.xuanzeyudakehuhezuodejihui

    4.shijianlianxi

    si、jianlidakehumubiao

    1.zhengquerenshigongsidechanpinxiaoshouzhanlve

    2.fenxikehugoumaidequdongyinsu

    3.jianlikehumubiaolichengbei

    4.shedingduanqimubiaohechangqimubiao

    AG捕鱼wu、fenxikehudexuyaohezuzhi

    1.renshikehudeshangyemoshi,bingyoucifenxikehuqianzaidewentihexuyao

    AG捕鱼2.tigongfenxikehuxuyaodeyuanze

    AG捕鱼shibiekehudeyewuxuyao、zuzhixuyaohegerenxuyao。

    3.tantaokehuzuzhineibujiegouheguanxi

    AG捕鱼4.chongfenlijiekehuneibude“zhengzhi”guanxiheliyiguanxi,panduankehuguanxi

    liu、xiediaogongsineibuziyuan

    1.nixuyaoshenmeziyuan:gongsiziyuandeyoushiheruoshi

    AG捕鱼2.fenxigongsineibudakehudefuwulian

    3.fenxigongsixinxiliucheng

    AG捕鱼4.jianlineibuxiediaojihua:nixuyaotamenbangzhunizuoshenme?

    AG捕鱼5.jijizhengqunishangsidezhichihepizhun

    qi、zhenghedakehuguanlicelve

    1.renshizijijingzhengyoushihezaishichangzhongdeweizhi

    fenxidakehuxiaoshouzhongdegezhongzhanlve-yusunzibingfadeguanxi

    AG捕鱼baohucelve;yanzhancelve;zhuizongcelve;chuangxincelve

    2.jiangkehudeyewumubiaoyuzijidekehuguanlimubiaojinxingzhenghe

    AG捕鱼3.xuanzezhengquedejingzhengxingcelveyijiaqiangzijiyukehuhezuodeguanxi

    1)mingquekehudejuecebuzou

    AG捕鱼2)fenxikehudejuecerenwu、neibuguanxiheyingxiangli

    3)yunyongkehubutongdejiaosetuozhankehuguanxi

    4)zhenduikehudejueceguochengjianlidakehuhuodongguanli

    AG捕鱼jishujiaoliu;keqingbaifang;gaocenghufang;chanpinhuofanganyanshi、ceshi;chenggonganlikaocha;yulehuodonghelipinzengsong。

    八、建立大客戶管理的雙贏計劃

    1.mingquekehudexuyao

    2.jianlismartmubiao

    3.quedingguanjianyejizhibiao

    4.jianliyewufazhanjihua

    AG捕鱼5.jijizhunbeibajihuaxiaoshougeidakehu

    6.shijianlianxi

    jiu、zhixingyewufazhanjihua

    1.mingquezhixingjihuadeziyuan

    2.xiangkehuxiaoshoujihua

    AG捕鱼3.xianghezuohuobanjieshaojihua

    4.anpaishuangfanggaocengjiaoliu,cujinjihuadeyouxiaozhixing

    shi、yewuhuiguhepinggu

    1.jihuapingguhehuiguhuiyi

    AG捕鱼2.shoujiyouguanshuju,fenxiyejishuiping

    AG捕鱼3.jieshaogongsixiayibudezhichi

    4.yaoqiukehuxindechengnuo

    shiyi、huiguyuxiaojie

    1.huiguyuxiaojie

    2.jianlixingdongjihua

    3.peixunpinggu


    kechengbiaoqian:kehufuwu,dakehufuwu

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