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通俗地讲,所谓客户,就是给企业带来效益、给员工发工资的人。而客户的价值,则是客户购买产品给企业贡献的利润。只有充分挖掘客户的价值,才能不断提升企业和员工的收益。在对客户的认知上,优秀营销员和普通营销员有着本质的区别。优秀营销员把客户放在心里,时刻围绕客户做营销;普通营销员把客户放在眼里,围绕产品来做营销。心中有客户的营销员,每天想的是如何与客户建立良好的合作关系,并维护好这种关系,天长日久便培养了一批愿意和自己打交道、愿意从自己手中买产品的人。而心中只有产品的营销员,擅长与客户讨价还价,结果愿意从自己手中买产品的人越来越少。
In short, the so-called customers, is to bring benefits to the enterprise, wages to employees. The customer’s value, it is the customer to buy products to the enterprise contribution to profits. Only by fully tap the value of customers, in order to continuously improve the business and employee benefits. Cognition of the customer, the excellent marketing staff and ordinary marketing staff are essentially different. Excellent marketing staff to customers in mind, always around the customer to do marketing; ordinary marketing staff to customers, focusing on products to do marketing. Customer marketing staff in mind, every day is how to establish good relations of cooperation with customers, and to maintain this relationship, as time goes by will cultivate a group of willing to deal with their own, are willing to buy products from their own hands. And the heart of the product salesman, good at bargaining with customers, the result is willing to buy less and less from their own hands.