Page 229 - Nghệ Thuật Quản Lý Khách Hàng
P. 229
Rghe thuat quan ly hhaeh hang
tha'p tong gia tri cua cuoc giao dich, nhtfng khong the anh
htfdng de'n quyet sach ve linh vtfc ldi nhuan.
Khoan loi nhuan nhtf mong mud'n phat sinh ttf hanh
ddng tim kie'm, cd the tang theo stf gia tang gia tri mua san
pham, ddng thdi cung tang theo nhan thtfc cua ben mua ve
viec md rdng gia ca mong mud'n (pham vi cua ket qua dat
dtfdc cua ben mua thdng qua qua trinh ttf van gia ca cua ben
ban).
Khi ben mua tin gia ca san pham trong thi trtfdng rat
khac nhau, ho se tiep xuc nhieu hdn vdi ben ban, vi dieu nay
lam tang cd hdi phat hien gia tha'p hdn cua ho. De chiing
minh dieu nay, chung ta gia thie't pham vi bao gia nhan dtfdc
ttf cac ben ban khac nhau la 10 den 20 dd. Neu ben mua chi
tiep xuc vdi mdt ben ban trong do, vay gia ca san pham ho
nhan dtfdc cd the la bat ctf mdt gia nao thudc pham vi tii 10
den 20 dd, nhtfng gia ca mong mud'n la 15 dd. Khi ben mua
tiep xuc nhieu vdi ben ban, cd hdi cd the mua dtfdc san pham
vdi gia re cang ldn. Trong trtfdng hdp nay, ben mua se tiep
tuc tim kiem ben ban khac, de'n khi ldi ich meng mudn ngang
bang vdi gia thanh tim kiem mdi thdi.
Chi can ben mua cam tha'y gia ca cua san phdm nao do
tren thi trtfdng cd stf khac biet ttfdng dd'i ldn, thi cd the doi
phd lai md'i quan he cd tinh rang budc, trtf khi ben ban phai
lam cho ben mua tin rang, hoat ddng tim kie'm trong hieing
lai cung khdng the cd ldi nhtf dtf tinh.
Khi ben mua tin ldi ich gianh dtfdc qua tim kiem co the
rat thap, hoac gia thanh cdn de ap dung bien phap giam sat
dieu chinh gia thanh cua ben ban khdng cao, ho rat co the
phat trien quan he lau dai vdi ben ban.
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