客户管理对象的分类
作者：admin 来源：本站 发布时间：2017-04-10 10:31:00
客户管理的对象无疑就是企业的客户，所以企业要搞清楚的是客户到底包括哪些，以及如何分类。客户可以按不同的方法来划分，按照销售量及对企业的忠诚度可以将客户分为四类：
Customer management object is the enterprise customers, so enterprises should make clear what are the, is a customer and how to classification. Customers can be divided according to the different ways, according to the sales and loyalty to the enterprise customers can be divided into four categories:
(1)销售量小且对企业不忠诚的客户。这些客户是没有价值的客户，企业对待此类客户的对策就是该出手时就出手，该淘汰的就淘汰。没有对差的客户的淘汰，就不能培养出一批好客户。
(1) sales small and not loyal customers for business. The customer is of little value, enterprise the countermeasures to treat such customer is moves when it's necessary to make moves, the elimination of obsolete. Not out of bad customer, will not be able to produce a batch of good customers.
(2)销售量大但对企业不忠诚的客户。这些客户常常是企业危险的敌人，他们以自己的销售额为资本向厂家讲条件、提要求，厂家不能满足他们的愿望，他们就还厂家以“颜色”——窜货，降价倾销，扰乱市场或是长期拖欠企业货款。对这些客户管理稍有疏忽，就会给企业造成很大的损失。
(2) high sales but not to the enterprise loyal customers. These clients are often the most dangerous enemy, and they with their own sales conditions and requirements for capital to manufacturers, manufacturer can't meet their wishes, they are also manufacturer to "color" - the transregional, price dumping, disrupt the market or overdue payment for goods. For the customer management oversight, slightly will cause a great loss to the enterprise.
(3)销售量小但对企业忠诚的客户。这是可以培养的明El之星。对此类客户，企业要多扶持、培养，努力使其成为一个好客户。
(3) small but their loyalty to the enterprise customer sales. This is the bright star of El can be cultivated. For such customers, enterprise more support, training, and try to make it a good customer.
(4)销售量大且对企业也忠诚的客户。这是企业宝贵的财富。一个企业拥有的这类客户越多，市场就越稳定、越有发展潜力。
(4) high sales and also to the enterprise loyal customers. This is the most valuable wealth of enterprises. An enterprise owned by the customer, the market is more stable, more development potential.
另外，按过程来分，企业客户包括曾经有过业务的客户、正在进行的客户和即将进行的客户；按时间序列来分，客户可分为老客户、新客户和潜在客户；按数量和市场地位来分，客户可分为主力客户(时间长、量大等)、一般客户和零散客户；按客户的性质来分，客户可分为政府机构(以采购为主)、特殊公司(如与本公司有特殊业务等)、普通公司、客户个人和伙伴等。
In addition, according to the transaction process, corporate clients including had trading business customers, ongoing trade to trade the client and the client; According to time sequence, the customer can be divided into the old customers, new customers and potential customers; According to the number of transactions and market position, customers can be divided into main customers (trading time is long, large volume, etc.), general customers and scattered clients; According to the nature of the customer, the customer can be divided into government agencies (mainly national procurement), special company (such as special business with the company, etc.), the common company, customer personal and trading partners.
Customer management object is the enterprise customers, so enterprises should make clear what are the, is a customer and how to classification. Customers can be divided according to the different ways, according to the sales and loyalty to the enterprise customers can be divided into four categories:
(1)销售量小且对企业不忠诚的客户。这些客户是没有价值的客户，企业对待此类客户的对策就是该出手时就出手，该淘汰的就淘汰。没有对差的客户的淘汰，就不能培养出一批好客户。
(1) sales small and not loyal customers for business. The customer is of little value, enterprise the countermeasures to treat such customer is moves when it's necessary to make moves, the elimination of obsolete. Not out of bad customer, will not be able to produce a batch of good customers.
(2)销售量大但对企业不忠诚的客户。这些客户常常是企业危险的敌人，他们以自己的销售额为资本向厂家讲条件、提要求，厂家不能满足他们的愿望，他们就还厂家以“颜色”——窜货，降价倾销，扰乱市场或是长期拖欠企业货款。对这些客户管理稍有疏忽，就会给企业造成很大的损失。
(2) high sales but not to the enterprise loyal customers. These clients are often the most dangerous enemy, and they with their own sales conditions and requirements for capital to manufacturers, manufacturer can't meet their wishes, they are also manufacturer to "color" - the transregional, price dumping, disrupt the market or overdue payment for goods. For the customer management oversight, slightly will cause a great loss to the enterprise.
(3)销售量小但对企业忠诚的客户。这是可以培养的明El之星。对此类客户，企业要多扶持、培养，努力使其成为一个好客户。
(3) small but their loyalty to the enterprise customer sales. This is the bright star of El can be cultivated. For such customers, enterprise more support, training, and try to make it a good customer.
(4)销售量大且对企业也忠诚的客户。这是企业宝贵的财富。一个企业拥有的这类客户越多，市场就越稳定、越有发展潜力。
(4) high sales and also to the enterprise loyal customers. This is the most valuable wealth of enterprises. An enterprise owned by the customer, the market is more stable, more development potential.
另外，按过程来分，企业客户包括曾经有过业务的客户、正在进行的客户和即将进行的客户；按时间序列来分，客户可分为老客户、新客户和潜在客户；按数量和市场地位来分，客户可分为主力客户(时间长、量大等)、一般客户和零散客户；按客户的性质来分，客户可分为政府机构(以采购为主)、特殊公司(如与本公司有特殊业务等)、普通公司、客户个人和伙伴等。
In addition, according to the transaction process, corporate clients including had trading business customers, ongoing trade to trade the client and the client; According to time sequence, the customer can be divided into the old customers, new customers and potential customers; According to the number of transactions and market position, customers can be divided into main customers (trading time is long, large volume, etc.), general customers and scattered clients; According to the nature of the customer, the customer can be divided into government agencies (mainly national procurement), special company (such as special business with the company, etc.), the common company, customer personal and trading partners.
