客户专家程度是指客户对商品的技术和商业方面的知识、信息与技能的掌握程度,这与经验和学习有关。许多营销经理经常会讲到这样的情况:与一些商品知识和商业技能非常熟悉的采购经理进行谈判,很像是在啃一块没肉的硬骨头,谈判结果常不尽如人意,特别是价格方面;还有一些客户,多年来,虽然对其一直认真而热诚地提供优质的产品和各种服务,但随着时间的推移,客户对自己重视程度却大不如前,有韵甚至终止了多年培养起来的合作关系,给经营经理带来的是多少有些苦涩的感觉。这些现象确实是存在的,并且越来越具有普遍意义。分析发现,这 The level of customer specialists refers to the customer’s technical and commercial knowledge of goods, mastery of information and skills, which is related to experience and learning. Many marketing managers often talk about negotiating with purchasing managers who are familiar with commodity knowledge and business skills much like eating a meatless piece of meat with often unsatisfactory results, especially with regard to prices; Some other clients, over the years, have been offering their best products and services to them earnestly and sincerely over the years. However, as time goes by, customers have not valued themselves as much as before, and have even stopped cultivating them for many years The partnership, to the operating manager is somewhat bitter feeling. These phenomena do exist and are becoming more and more universal. Analysis found that this