目录第一章开发客户..........................................................................................................................1第一节市场预测...........................................................1一、市场预测的概念和目的..............................................................................................1二、大客户市场预测的内容..............................................................................................1三、市场预测的种类.........................................................................................................2四、市场预测的原则.........................................................................................................2五、市场预测的方法.........................................................................................................4六、不同类型预测的方法组合..........................................................................................5七、大客户市场预测的逻辑顺序......................................................................................6八、年度市场预测.............................................................................................................8九、季度及月度市场预测................................................................................................10第二节沟通技巧..........................................................13一、沟通的的定义和功能................................................................................................13二、沟通的七个要素.......................................................................................................13三、沟通的分类...............................................................................................................14四、沟通的三大阶段.......................................................................................................14第三节客户规划“六步分析法”............................................20一、客户规划“六步分析法”概述................................................................................20二、客户规划“六步分析法”的内容............................................................................20第二章发展客户........................................................................................................................30第一节OKCT竞争营销四步法................................................30一、OKCT竞争营销四步法概述.......................................................................................30二、竞争营销的基础知识................................................................................................30三、OKCT竞争营销四步法内容.......................................................................................31四、建立持久竞争优势....................................................................................................40第二节谈判技巧..........................................................42一、谈判的概述...............................................................................................................42二、谈判的四大原则.......................................................................................................42三、谈判的准备阶段.......................................................................................................42四、谈判的进程........................
