基于采购流程的客户关系管理及销售策略选择

Customer relationship management and sales tactics on the basis of purchase process

基于客户关系管理的理念,把客户关系管理作为一个收集客户信息、接触客户、分析客户差异性、与客户建立关系,不断寻找和识别与客户有关的关键性信息,并运用到销售活动的流程。具体分析了企业和客户之间存在的四种关系和采购决策中的六类关键人物,将采购流程分成六个阶段,针对采购流程设计了六种销售活动,重点探讨了在销售过程中针对客户采购流程的客户关系管理以及相关的销售策略选择。

：In this paper, four relationships between company and customer are discussed, the importance of six decision-making persons in the process of purchase is analyzed and the skills and tactics relating to the customer relationship management and sales in the six stages of purchase process are put forward respectively.