Page 114 - Nghệ Thuật Quản Lý Khách Hàng

Chiton^ - Lien ket khach hang
2
chie'n tilde dtfdc ap dung de md rong hoac thu hep san pham
hoac stf phuc vu, cung khong the danh gia chinh xac ldi ich
tiem tang. Muon tim hieu noi dung tieu phi cua khach hang,
yeu cau tru6c tien phai mo ta mot de'n hai mo hinh tieu phi
cua khach hang, cung chinh la kinh nghiem tdng the cua
chudi gia tri khach hang hoac khach hang. Dieu nay phai can
cd vao tinh hinh khach hang sd dung san pham de xac dinh.

Trong triidng hdp ben mua ket hdp lai rat nhieu nguyen
to' san xua't, ddng thdi td hdp de dat de'n muc tieu cuoi cung
(vi du: san pham cuoi cung cd quy md ldn diidc lip bdi rat
nhieu linh kien), ban phai ap dung khai niem chudi gia tri.

Khi nhdng muc tieu nay deu dtfdc xay ddng, ban d vao
mot vi tri cd ldi, cd the danh gia va md rdng hieu ich tiem
tang do pham vi cua dinh vi gia tri mang lai.

Chudi gia tri khach hang cua ban thudng duy tri bao lau?
Tinh phdc tap cua nd lai nhii the nao? Trong sd phan phdi
gia tri quan he, chudi gia tri khach hang cd trong khach hang
d cap dd khac nhau cd gidng nhau hay khdng? Dd'i vdi khach
hang muc tieu cua ban, trong dd cd phai cd mdt hinh thdc
chudi gia tri rat dien hinh hay khdng (hoac kinh nghiem tdng
the)?
* Ban cd the nhan dddc bao nhieu ldi nhuan trong tdng
mdc tieu ddng ma khach hang phai bd ra trong chudi gia tri?
Ve phildng dien giup dd khach hang hoan thanh muc tieu,
cdng hien cua ban nhii the nao?
* Trong chudi gia tri khach hang (hoac kinh nghiem tdng
the), phai chang cd bp phan khac cd the gianh ldi nhuan
thdng qua sd trp giup cua ban ve ky thuat va kien thdc
chuyen mdn?

113