大客户管理存在的问题与对策研究

做好对大客户的管理工作,是企业抓住大客户的有效手段。论文通过对企业大客户管理存在的主要问题进行分析,提出了大客户开发的步骤及大客户管理应采取的对策:建立大客户档案,对大客户进行追踪和筛选;优先保证大客户的货源;为每个大客户选派精干的大客户业务代表;充分关注大客户的商业动态以保证信息传递的及时、准确;定期组织大客户座谈会;有计划的安排企业高层主管对大客户的访问;协助每个大客户设计促销方案等。

Study on Problems and Countermeasures of Big Customers Management

It is believed in this paper that establishing management division to do the work well is an effective means for the enterprises to maintain the relationship with vital clients. By means of the problem analysis,the article puts forward many counter plans to develop and manage big customers: Create the archives for big customers in order to keep in touch;Guarantee the source for them;Select sales representative for each big customers;Pay attention to their business dynamics;Arrange high supervisors visits to the big customers;Guarantee punctual and accurate information deliver and help to design the promotion project,etc.