Page 221 - Nghệ Thuật Quản Lý Khách Hàng

Rghe thuat quan If Khach hang
thong thao tac ban quyen sang che) chung ta co the tha'y
nhu'ng vi du ma ben mua van dung kha nang thtfdng ltfdng
gia mot each hieu qua de thu lpi nhuan.
Khi ben mua va ben ban tren thi trtfdng deu it nhtf nhau
ca hai ben deu co mpt cam giac la rat can phai hdp tac va
giao dich v6i nhau, vi the stf ltfa chpn cua hp chi co han ma
thoi. Ttf do pham vi tiem an cua stf phan chia gia tri di kem
se rat rpng - ttf gia thanh ma ben ban san xua't den gia tri
san pham ma ben mua co dtfdc, luon luon co stf hdp tac. Kieu
quan he hdp tac nay se dtfng lai va khong co mpt dap an
chinh xac d mtfc dp nad thi phai dpi stf thtfdng ltfdng ttfdng
doi gitfa hai ben. Nhtfng tren thtfc te, mtfc dp hdp tac se dtfng
lai mot each thich hdp, d6 la vi kha nang thtfdng ltfdng gia
gitfa hai ben se co the dtfng lai dung luc.
Khi sd ltfpng ben mua cang it di, ma so' ltfdng ben ban
cang nhieu len thi tuy van con co khong gian de thtfdng
ltfpng gia ca, nhtfng thong thtfpng thi ben mua se chiem uu
the.

13. HIEN TUONG TAP TRUNG HOA TRONG BAN LE THI SE XAY RA
HIEU UNG Gi?
Hien nay, hien ttfdng tap trung hoa cua cac ctia hang tap
hoa va cda hang giam gia da khien rat nhieu khanang
thtfdng ltfdng gia va dia vi cua san pham vdn mang thtfdng
hieu ndi tieng se chuyen sang phia ngtfdi tieu thu le. Doi vdi
mpt sd san pham mang nhan hieu ndi tieng, sd ltfdng ma ho
tieu thu dtfpc trong he tho'ng cac cda hang co the dat den 20 •
30% trong tdng mdc tieu thu

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