关键客户管理全面介绍(ppt 120页)

关键客户管理全面介绍内容提要：
Developing personal relations
发挥个人交情
1、Understanding buyers and satisfying their needs.
了解采购员及满足他们的需求。
2、Developing a balance harmonious relationship with all contacts.
与所有联系发展平衡和谐的关系。
3、Providing recognition and esteem,and developing friendship and acceptability.
给予赏识和尊重，培养友谊及接受对方。
4、Developing the Account Manager(yourself) ad a trustworthy person.and in the Company as a good supplier.
发挥关键客户经理（本身）为可信赖的人，以及公司为良好的供应商 Fine detail of the account
认识客户的细节
Example: Account plans,goals,objectives;operational procedures;sales & profit performance by outlet;product category performance;strategies;timing of all strategic & development activities;promotional plans;competitive performance & activity;personal contacts with all H.Q.and field management.
如计划、目的及目标；操作程序；门店销量及利润；产品种类的业绩；策略；所有发展计划的时间；促销计划；竞争对手的业绩及活动；个人对于总公司及门店管理的联系。

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