论以客户为中心的销售管理模式分析研究 市场营销专业

论以客户为中心的销售管理模式摘要 在《资本论》中说到：产品到货币间像是存在一个大坑，若没有跳过去，摔坏的不是产品而是资本家。这所谓的“大坑”是指产品的销售过程。随着我国正式加入 WTO 以来，企业间的竞争越来越激烈，此外还要面对更为残酷的国际竞争。为了适应这样的时代到来，企业的经营模式要不断改变必须从产品或销售为中心的模式转变成以客户为中心的模式。本文探讨了以客户为中心的销售管理模式，主要分为三个部分：第一部分主要阐述了销售管理和销售管理模式的概念；第二部分从目标客户定位和客户关系的动态管理两方面出发，研究了以客户为中心的产品和服务；第三部分对以客户为中心的销售管理模式进行了分析。关键字：销售管理，模式，以客户为中心Theory of customer-focused sales management modeABSTRACTSaid: "in the" das kapital "between products to money like there is a hole, if it does not have to jump in the past, broken is not the product but the capitalists. The so-called "hole" is refers to the sales process. With China's entry into WTO, the competition between enterprises is increasingly fierce, in addition to face the international competition is more brutal. In order to adapt to this era, enterprise's management pattern to change, must be from a product or sales as the center of models into take the customer as the center. This paper discusses the customer-focused sales management mode, mainly divides into three parts: the first part mainly expounds the concept of sales management and sales management mode; The second part from the target customer orientation and customer relationship of the two sides of the dynamic management, studied the customer centric products and services; The third part to take the customer as the center of marketing management mode are analyzed.Key words: sales management，Mode，Take the customer as the center目录摘要...........................................................IABSTRACT...........