Page 50 - Nghệ Thuật Quản Lý Khách Hàng
P. 50
Chuong 1. Moi quan he voi khach hang
thu moi nam cua bo phan ngiidi nay chi la 40%. Co khoang
1/4 so' khach hang dai dien cho so' khach hang co tdng sd ltfdt
ghe qua la 60%.
Ngoai viec nghien cdu tan suat tieu thu, trung tam
Badabo con diia ra kim ngach chi phi tieu thu mdi lan, va
ciing cd md'i quan he trtfc tiep vdi tan suat tieu thu.
Nhdng khach hang cd so ltfdt tieu thu rat it va it cd
khuynh htfdng mua nhdng dich vu rda xe cd ban, xet binh
quan mdi ldn chi phi het 5.25 ddng.
Nhdng khach hang cd mdc tieu thu trung binh thi mua
nhflng dich vu rda xe hdn hdp va cac san pham cao cap, binh
juan mdi lan chi het 6.5 ddng.
Nhflng khach hang den nhieu nha't va nhflng khach
lang thtfdng xuyen den ta't ca cac chi phi cho mdi lan het
ihoang 7 ddng va 9 ddng.
Cac tai lieu ve phan bd thu nhap kinh doanh the hien rd
va dai dien cho 5 nhdm khach hang:
Cac khach hang cd tan suat tieu thu tha'p nha't dai dien
cho gan 50% sd' khach hang vdi tdng ltfdng thu nhap kinh
doanh chiem 8.7%.
Cac khach hang cd tan suat tieu thu tha'p dai dien cho
nhdm khach hang chiem khoang 1/4 so ltfdng va tdng ltfdng
thu nhap kinh doanh.
Nhdng khach hang cd tan suat tieu thu trung binh dai
dien cho 28.7% so'khach hang ma mdi nam sd'ltfdt den trung
tam nam trong khoang ttf 4.5 de'n 6.5 lan.
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