郭汉尧经销商培训支招：经销商进行顾客顾客管理的基本内容（三）
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">郭汉尧经销商培训支招：经销商进行顾客顾客管理的基本内容（三）</SPAN><SPAN lang=EN-US><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></B></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">贵派电器营销学院院长<?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:PersonName ProductID="郭汉尧" w:st="on">郭汉尧</st1:PersonName>老师指出：经销商进行顾客顾客管理需要做好以下内容！</SPAN><SPAN lang=EN-US><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">（三）组织顾客系列化</SPAN><SPAN lang=EN-US><SPAN style="mso-spacerun: yes"><FONT face="Times New Roman"> </FONT></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US><FONT face="Times New Roman">1. </FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">客对待产品态度组织。按照顾客对待产品的态度，可将顾客分为忠诚顾客、品牌转移顾客和无品牌忠诚顾客三类。顾客管理的重点，就是培养对本店铺产品忠诚的顾客。</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US><FONT face="Times New Roman">2. </FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">购买产品金额组织。在顾客管理中，就是把店铺全部顾客按购买金额的多少，划分为</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">ABC</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">三类。</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">A</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类，大客户，购买金额大，客户数量少；</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">B</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类，小客户，购买金额少，客户数量多；</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">C</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类，一般客户，介于</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">AC</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类之间。管理的重点是抓好</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">A</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类客户，照顾</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">B</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">类客户。</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US><FONT face="Times New Roman">3. </FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">顾客系列化，就是培养本店铺产品忠诚顾客。顾客系列化程度高，说明店铺产品形象好，有十分良好的顾客关系。根据顾客系列化，店铺应与忠诚顾客保持密切联系，同时吸引品牌转移顾客、无品牌忠诚顾客。</SPAN></P>
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