Page 108 - Nghệ Thuật Quản Lý Khách Hàng

Chitong - Lie n ket. khach hang
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* Tinh hinh chuyen ddi khach hang se xay ra trong
trUdng hdp nao? Ban co the danh gia ty le chuyen ddi cua
20% khach hang trtfdc cao bao nhieu, lai den ty le chuyen ddi
cua 20% khach hang sau, hoac ctf the suy doan nhtf the nao?
Ban co biet nguyen nhan khach hang cd gia tri quan he khac
nhau vi sao lai rdi xa ban khong?

Sau khi ban suy nghl sau xa nhtfng van de nay, ban co
the nhan thtfc rb td hdp khach hang hien co, dong thdi cung
co kha nang tim hieu thanh qua ve stf bieu hien cua td hdp
khach hang trong vai nam trtfdc day. Tiep thee, ban phai
phat trien nguyen tac htfdng tdi thanh cdng ve van de quan
ly td hdp khach hang.

22. PHAN TICH TO HOP KHACH HANG CUA MINH VA CUA NHA
CANH TRANH NHU THE NAO?
Tien hanh so sanh yeu td cau thanh td hdp khach hang
cua minh, vdi yeu td cau thanh to hdp khach hang cua thi
trtfdng chung va cua ddi thu canh tranh.
Neu ban khdng hieu rd td hdp khach hang cua thi trtfdng
"tinh hinh phan bd' gia tri khach hang thtfc chat", chtfa ttfng
danh gia dac tinh td hdp khach hang cua ddi thu canh tranh,
cung khdng the giai thich net dac sac trong td hdp khach
hang cua minh, va stf khac biet gitfa net dac sac trong td hdp
khach hang cua dd'i thu canh tranh va thi trtfdng, thi khdng
the danh gia tiem ltfc cua stf trtfdng thanh va thie't lap td hdp
khach hang td't hdn. Thd nghi nhtfng van de dtfdi day:
* To hdp khach hang cua ban cd khac biet gi so vdi td hdp
khach hang cua thi trtfdng? Tinh hinh phan bd cua khach

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