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客戶管理對(duì)象的分類
作者：admin 來源：本站 發(fā)布時(shí)間：2017-04-10 10:31:00
客戶管理的對(duì)象無疑就是企業(yè)的客戶，所以企業(yè)要搞清楚的是客戶到底包括哪些，以及如何分類?？蛻艨梢园床煌姆椒▉韯澐?，按照銷售量及對(duì)企業(yè)的忠誠度可以將客戶分為四類：
Customer management object is the enterprise customers, so enterprises should make clear what are the, is a customer and how to classification. Customers can be divided according to the different ways, according to the sales and loyalty to the enterprise customers can be divided into four categories:
(1)銷售量小且對(duì)企業(yè)不忠誠的客戶。這些客戶是沒有價(jià)值的客戶，企業(yè)對(duì)待此類客戶的對(duì)策就是該出手時(shí)就出手，該淘汰的就淘汰。沒有對(duì)差的客戶的淘汰，就不能培養(yǎng)出一批好客戶。
(1) sales small and not loyal customers for business. The customer is of little value, enterprise the countermeasures to treat such customer is moves when it's necessary to make moves, the elimination of obsolete. Not out of bad customer, will not be able to produce a batch of good customers.
(2)銷售量大但對(duì)企業(yè)不忠誠的客戶。這些客戶常常是企業(yè)危險(xiǎn)的敵人，他們以自己的銷售額為資本向廠家講條件、提要求，廠家不能滿足他們的愿望，他們就還廠家以“顏色”——竄貨，降價(jià)傾銷，擾亂市場(chǎng)或是長期拖欠企業(yè)貨款。對(duì)這些客戶管理稍有疏忽，就會(huì)給企業(yè)造成很大的損失。
(2) high sales but not to the enterprise loyal customers. These clients are often the most dangerous enemy, and they with their own sales conditions and requirements for capital to manufacturers, manufacturer can't meet their wishes, they are also manufacturer to "color" - the transregional, price dumping, disrupt the market or overdue payment for goods. For the customer management oversight, slightly will cause a great loss to the enterprise.
(3)銷售量小但對(duì)企業(yè)忠誠的客戶。這是可以培養(yǎng)的明El之星。對(duì)此類客戶，企業(yè)要多扶持、培養(yǎng)，努力使其成為一個(gè)好客戶。
(3) small but their loyalty to the enterprise customer sales. This is the bright star of El can be cultivated. For such customers, enterprise more support, training, and try to make it a good customer.
(4)銷售量大且對(duì)企業(yè)也忠誠的客戶。這是企業(yè)寶貴的財(cái)富。一個(gè)企業(yè)擁有的這類客戶越多，市場(chǎng)就越穩(wěn)定、越有發(fā)展?jié)摿Α?/span>
(4) high sales and also to the enterprise loyal customers. This is the most valuable wealth of enterprises. An enterprise owned by the customer, the market is more stable, more development potential.
另外，按過程來分，企業(yè)客戶包括曾經(jīng)有過業(yè)務(wù)的客戶、正在進(jìn)行的客戶和即將進(jìn)行的客戶；按時(shí)間序列來分，客戶可分為老客戶、新客戶和潛在客戶；按數(shù)量和市場(chǎng)地位來分，客戶可分為主力客戶(時(shí)間長、量大等)、一般客戶和零散客戶；按客戶的性質(zhì)來分，客戶可分為政府機(jī)構(gòu)(以采購為主)、特殊公司(如與本公司有特殊業(yè)務(wù)等)、普通公司、客戶個(gè)人和伙伴等。
In addition, according to the transaction process, corporate clients including had trading business customers, ongoing trade to trade the client and the client; According to time sequence, the customer can be divided into the old customers, new customers and potential customers; According to the number of transactions and market position, customers can be divided into main customers (trading time is long, large volume, etc.), general customers and scattered clients; According to the nature of the customer, the customer can be divided into government agencies (mainly national procurement), special company (such as special business with the company, etc.), the common company, customer personal and trading partners.
Customer management object is the enterprise customers, so enterprises should make clear what are the, is a customer and how to classification. Customers can be divided according to the different ways, according to the sales and loyalty to the enterprise customers can be divided into four categories:
(1)銷售量小且對(duì)企業(yè)不忠誠的客戶。這些客戶是沒有價(jià)值的客戶，企業(yè)對(duì)待此類客戶的對(duì)策就是該出手時(shí)就出手，該淘汰的就淘汰。沒有對(duì)差的客戶的淘汰，就不能培養(yǎng)出一批好客戶。
(1) sales small and not loyal customers for business. The customer is of little value, enterprise the countermeasures to treat such customer is moves when it's necessary to make moves, the elimination of obsolete. Not out of bad customer, will not be able to produce a batch of good customers.
(2)銷售量大但對(duì)企業(yè)不忠誠的客戶。這些客戶常常是企業(yè)危險(xiǎn)的敵人，他們以自己的銷售額為資本向廠家講條件、提要求，廠家不能滿足他們的愿望，他們就還廠家以“顏色”——竄貨，降價(jià)傾銷，擾亂市場(chǎng)或是長期拖欠企業(yè)貨款。對(duì)這些客戶管理稍有疏忽，就會(huì)給企業(yè)造成很大的損失。
(2) high sales but not to the enterprise loyal customers. These clients are often the most dangerous enemy, and they with their own sales conditions and requirements for capital to manufacturers, manufacturer can't meet their wishes, they are also manufacturer to "color" - the transregional, price dumping, disrupt the market or overdue payment for goods. For the customer management oversight, slightly will cause a great loss to the enterprise.
(3)銷售量小但對(duì)企業(yè)忠誠的客戶。這是可以培養(yǎng)的明El之星。對(duì)此類客戶，企業(yè)要多扶持、培養(yǎng)，努力使其成為一個(gè)好客戶。
(3) small but their loyalty to the enterprise customer sales. This is the bright star of El can be cultivated. For such customers, enterprise more support, training, and try to make it a good customer.
(4)銷售量大且對(duì)企業(yè)也忠誠的客戶。這是企業(yè)寶貴的財(cái)富。一個(gè)企業(yè)擁有的這類客戶越多，市場(chǎng)就越穩(wěn)定、越有發(fā)展?jié)摿Α?/span>
(4) high sales and also to the enterprise loyal customers. This is the most valuable wealth of enterprises. An enterprise owned by the customer, the market is more stable, more development potential.
另外，按過程來分，企業(yè)客戶包括曾經(jīng)有過業(yè)務(wù)的客戶、正在進(jìn)行的客戶和即將進(jìn)行的客戶；按時(shí)間序列來分，客戶可分為老客戶、新客戶和潛在客戶；按數(shù)量和市場(chǎng)地位來分，客戶可分為主力客戶(時(shí)間長、量大等)、一般客戶和零散客戶；按客戶的性質(zhì)來分，客戶可分為政府機(jī)構(gòu)(以采購為主)、特殊公司(如與本公司有特殊業(yè)務(wù)等)、普通公司、客戶個(gè)人和伙伴等。
In addition, according to the transaction process, corporate clients including had trading business customers, ongoing trade to trade the client and the client; According to time sequence, the customer can be divided into the old customers, new customers and potential customers; According to the number of transactions and market position, customers can be divided into main customers (trading time is long, large volume, etc.), general customers and scattered clients; According to the nature of the customer, the customer can be divided into government agencies (mainly national procurement), special company (such as special business with the company, etc.), the common company, customer personal and trading partners.
