surchina 发表于 2007-6-6 17:54:31

[原创]电信营销，做市场的有心人

<p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">从事大客户工作已将近<span lang="EN-US">4</span>个年头，以客户经理的身份走访了不少大客户，从刚开始鼓起勇气上门却被误以为是卖保险的让大客户单位门房挡住不准进入，到后来受到大客户单位工作人员的欢迎，其中的酸甜苦辣自是不必言表。</span></p><p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">走访客户不仅仅只是上门服务、听取客户真实意见和建议、开展新业务的宣传的好机会，同时也是锻炼客户经理全面素质的时候，作为一名称职的客户经理，就必须努力提高自己的攻关、营销、业务技能以及沟通协调的能力，善于察言观色，做市场的有心人，在与客户打交道的过程中捕捉商机。</span></span></p><p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">走访就涉及到与客户单位的各种人打交道，就我个人而言，我总是努力营造一种轻松自然随和的交往氛围，真诚地对待客户单位的联系人、领导人以及各方面具体办事人员，首先赢得他们对我个人的认可。</span></span></span></p><p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">在实际操作中，针对不同性格及岗位的人采取不同的风格与之交往才能左右逢源，同时也努力提高自身素质，<b style="mso-bidi-font-weight: normal;">做到陪领导人物坐得稳，陪技术人员谈得拢，陪办公室人员聊得开，从开始混个面熟，到渐渐地熟悉起来，说不定还会交上一两个好朋友，把握良好的心态。</b></span></span></span></span></p><p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: ''; mso-bidi-font-family: 宋体; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">在走访中，总是会例行的相联系人询问电信通信服务方面的问题，力争全面了解客户的通信需求，这时客户也许会有一些满意或不满意的回答。满意在那里，我会做到心中有数，不满意在那里，就要更深一步的调查。</span></span></span></span></span></p>

huailai 发表于 2007-6-6 21:34:21

不错，很好的经验

jysdwh 发表于 2007-6-6 21:45:41

<p>我们是同行,希望能有机会交流</p>
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