Page 188 - Nghệ Thuật Quản Lý Khách Hàng

Chuong 4. Quan ly khach hang Ion
khach hang co' dinh va thtfdng lam viec ngay trong phong
lam viec cua khach hang ma ho quan ly.
Neu mot cong ty co nhieu khach hang ldn thi ho se cd the
thanh lap bd phan quan ly khach hang chuyen nghiep de dtfa
vao lam viec. Doanh nghiep quy md vda thi thdng thudng cd
khoang 75 khach hang chd yeu, cdng ty cd quy md ldn nhii
cdng ty shile thi quan ly khoang 250 khach hang ldn. Ngoai
nhdng dai dien quan ly tdng khach hang ldn ra, shile cdn bd
tri cho mdi mdt khach hang ldn mot "nhan vien lam viec tap
trung", "nhan vien lam viec tap trung" nay gid quan he mat
thie't vdi ngiidi quan ly khach hang cua cdng ty. Trong mdt bd
phan quan ly khach hang ldn dien hinh, mdi mdt giam ddc
khach hang deu phai quan ly 9 khach hang, cac giam dd'c
khach hang phu trach viec bao cao tinh hinh kinh doanh len
giam dd'c kinh doanh cda toan qud'c, giam dd'c kinh doanh cua
toan qud'c lai phu trach bao cao tinh hinh cdng viec len phd
tdng giam ddc phu trach kinh doanh, ngiidi phd tdng giam
dd'c phu trach kinh doanh nay lai bao cao cdng viec tdng the
len chd tich hdi ddng quan tri.

7. TINH PHUC TAP CUA CONG VIEC QUAN LY KHACH HANG LUN U
DAU?
Vi nhieu nguyen nhan khac nhau cdng viec quan ly
khach hang ldn ludn ludn phat trien khdng ngdng.

Hdp nhat, thu mua khien cho mdc dd tap trung khach
hang khdng ngdng tang len, mdc tieu thu cua so it khach
hang chiem mdt phan ldn trong mdc tieu thu cua cdng ty
(doanh sd' cua 20% khach hang ldn cd the chiem 80% doanh
sdcua cdng ty).

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