Page 154 - Nghệ Thuật Quản Lý Khách Hàng

Chuong 3. To hgp khach hang
tren quan niem thi ttrtidng sieu cap, the la tap trung vao
cong nhan vien cua cac doanh nghiep nho va doanh nghiep
tU kinh doanh. NhUng khach hang nay co sti phan ting tot
doi vdi gia thanh thap va phuc vu toan bp, ddng thdi cung cd
the chap nhan sti phuc vu theo hinh thtic tti trp.

13. LAM THE NAO DE UNG DUNG LINH HOAT CAC LOAI HINH THUC
QUAN LY TO HOP KHACH HANG?
Dtia vao hinh thtic tim kiem khach hang, Steptone y
thtic dtipc rang mdtkhi nhan vien cdng ty dat den mtic tren
10 ngtidi kha nang mua san pham cua cdng ty se giam han.
Qua phan tich sau cho thay, khi tdng cap mua va tan
xuat mua dtidc nang cao, nhting khach hang nay se yeu cau
dich vu cao cap ngoai gia tri ma hp thanh toan, vi du nhti
van chuyen, dat hang qua dien thoai, fax, hoa ddn dieu le va
tin dung lau dai. Nhting dichvu nay khac vdi quan niem sieu
thi.
Phd chu tich HDQT cua Steptone cho biet: khach hang
thuc day chung tdi cung cap dich vu van chuyen, dd chinh la
stic manh thtic day chung tdi tien len. Ddi vdi nhting cdng ty
chi cd 2, 3 nhan vien, hp lai xe qua sieu thi mua do dting van
phdng va tti xep len xe la mdt chuyen, nhting nhting cdng ty
cd 5 nhan vien trd len mudn mua dd dung van phdng thi lai
la mdt chuyen khac.

Steptone cung biet rang, nhting doanh nghiep kha ldn
khdng chi mua nhieu do dting van phdng hdn ma cdn mua dd
dting van phdng vdi nhting hinh thtic khac nhau.

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