差异化客户细分模型的建立和应用

Creation and Application of Segmental Model for Differential Customers

企业可以从不同的视角对客户进行细分,以前大多数从销售的角度对客户进行细分,难以充分反映客户的价值。本文从客户的价值和客户与企业的战略匹配度两个维度将客户区分为战略客户、利润客户、潜力客户和普通客户,并阐述了模型的应用。

Customers of enterprises can be classified from different points of view. Most of classifications were divided from the view of marketing. However, this kind of classifications can hardly reflect the importance of customer value. According to the customer value and the strategy match between customers and enterprises, the authors have divided customers into strategy customers, profit customers, potential customers and ordinary customers. The authors have also discussed the application of this model.