Page 109 - Nghệ Thuật Quản Lý Khách Hàng

Rghe thuat quan ly hhaeh hang

hang co gidng nhau khong, co tap trung qua miic vao nhiing
khach hang cap nao do, hoac thieu stf phdi hdp vdi khach
hang cap nao do? Neu thtfc stf co tinh hinh tap trung qua
miic hoiic khong du, ban co the giai thich nguyen nhan chinh
cua hien Wong nay khong?
* Ban co the danh gia tinh hinh td hdp khach hang cua
doi thu canh tranh chinh hay khong? Neu co the, phai chang
trong do co sti khac biet ro ret hoac ve h& thd'ng? Vi du,
nhiing khach hang co ket cau gia tri rieng, phai chang ttfdng
doi nghieng ve phia ung ho doi thu canh tranh cua ban
(khach hang mua sam lau dai co phai mot hieing ldn xuat
hien trong td hdp khach hang cua nha canh tranh hay
khdng)?
* Ban cd the danh gia hien ttfdng tap trung gia tri td help
khach hang cua ddi thu canh tranh? So sanh vdi td hdp
khach hang cua ban, mtfc do tap trung gia tri td hdp khach
hang cua ddi thu canh tranh ndi bat hdn hoac khdng ndi bat?
* Ty le khach hang mua sam hoac ty le chiem hiiu thi
trtfdng hien cd cua dd'i thu canh tranh, cd khac biet ro vdi cua
ban hay khdng? Stf khac biet nay the hien dac s&c mang tinh
nha't tri trong gia tri quan he khach hang cua cac cap do
khac nhau?

* Stf trtfdng thanh cua dd'i thu canh tranh nen quy ve
nhiing nhan td' chinh nha't nao? La khach hang mdi, tang
ltfdng hang dd'i vdi khach hang hien cd, hoac ty le ltfu gid
khach hang?
* Ve cap khach hang dac biet coi trong hoac ket cau gia
tri quan he khach hang rieng cua dd'i thu canh tranh, ban co
the phan biet rd xem nd thudc chie'n ltfdc mau mtfc nao
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