Page 107 - Nghệ Thuật Quản Lý Khách Hàng

Rghe rhuar quan ly Khach hang

* Neu trong td hdp khach hang co quan he khach hang
cua so' ltfdng nhat dinh khong co tinh gianh ldi nhuan, thi ddi
vdi sd ltfdng mua sam, td hdp san pham mua sam, tinh mua
sam lau dai va cac nhan to'lien quan, nhtfng khach hang nay
cd mot so dac trtfng chung mang tinh phd bien khdng?
* Ban cd the danh gia tinh gianh ldi nhuan cua giao dich
hoac ti le cua khach hang tren cac cap bac gia tri khac nhau
hay khdng? Cap bac gia tri khac nhau nay la ddn dac tinh
chung hay cd he thd'ng?
* Ban cd the dung quy hoach phan phdi gia tri cua khach
hang de gianh lay gia thanh cua khach hang, ddng thdi quye't
dinh dieu nay cd duy tri quan he trong bao lau vdi khach
hang cd gia tri quan he khac nhau, de dat den stf can bang ve
lai lai? Ve chien ltfdc gianh lay khach hang va md thtfc kinh
doanh cua doanh nghiep, phtfdng phap dtfdc ap dung khac
nhau nham vao dd'i ttfdng khach hang khac nhau phai chang
cd y nghia chan thtfc?
* Ban cd the so sanh vdi thdi gian 3 de'n 5 nam trtfdc day,
stf khac biet gitfa gia thanh tdng the gianh dtfdc ttf khach
hang mdi khai thac, vdi viec phat trien va tang gia tri cua
khach hang hien cd nhtf the nao? Ban cd the dtf doan stf phat
trien tiep theo cua nd khdng?

* Bd phan nao trong phan phdi khach hang thtfc stf dai
dien cho stf trtfdng thanh cua cdng ty? Nd den ttf khach hang
" •-'id
cd ltfdng tieu dung cao hay khach hang cd ltfdng tieu dung
trung binh? Ban cd biet re dau la nguyen nhan ban thu hut
va gan bd nhtfng khach hang nay thanh cdng hdn cac nha
canh tranh khac hay khdng?

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