大客户营销制胜之道

The successful methods of key customers marketing

文章针对工业品大客户营销的特点,在综合营销理论和多年的工业品营销实践基础之上,提出了广开渠道,捕捉信息;注重细节,创新营销;搭建网络,利用团队;抓住机遇,促成交易的4大制胜法宝,具有较强的可操作性,对于从事工业品营销的一线人员具有较好的借鉴和启发意义。

This paper is written for the marketing on key industrial customers/accounts. By combining the marketing theory with his years of industry marketing practice, the author raises the following 4 attributes for successful industry marketing: Collecting and sorting information through wide marketing channel; Focusing on details and making sales innovation; Developing and making full use of network and teamwork; Finding & grasping internal and external opportunities to reach the deal. The paper is practice-oriented and could bring some valuable ideas to the sales in industry marketing field.