品牌的大客户研发计划这般写，领导和品牌商都满意
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">S品牌大客户<span style="color: black;">研发</span>计划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、</span>本年度<span style="color: black;">目的</span>：1000万元</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、</span>机会分析：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、国家政策支持。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、国有企业改革，其招投标制度的完善和公开。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、国有企业内在的福利<span style="color: black;">需要</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、其他类商品如户外商品在前几年的过度消费，引导客户把<span style="color: black;">需要</span><span style="color: black;">调节</span>到运动商品。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5、充分利用S品牌现有的<span style="color: black;">优良</span>：S品牌在中国快速发展，品牌影响力越来越大。品牌形象新潮，多<span style="color: black;">途径</span>价格体系稳定，款式多样，能够实现现货供应，满足个性化<span style="color: black;">需要</span>；<span style="color: black;">注重</span>大客户<span style="color: black;">研发</span>和资源整合，从上到下能够<span style="color: black;">供给</span>优秀的政策支持、技术支持、物流支持和售后服务；对比同档次的运动品牌，S品牌具备快速完成大订单的能力（现货供应）。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、</span><span style="color: black;">营销</span><span style="color: black;">途径</span>（业务类型）：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、企业业务（公对公业务）</span>：企业客户<span style="color: black;">运用</span><span style="color: black;">机构</span>自有资金，<span style="color: black;">按照</span>自己的采购计划进行项目采购。此类业务的特点是采购的<span style="color: black;">详细</span>物资明细、资格<span style="color: black;">需求</span>、技术参数、预算、数量、时间计划<span style="color: black;">不可</span>够提前预知，容易流失机会。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 2、<span style="color: black;">内购业务（公对公/公对私业务）</span>：企业客户<span style="color: black;">无</span>自有资金为<span style="color: black;">机构</span>员工谋取福利，<span style="color: black;">能够</span>开展针对<span style="color: black;">机构</span>工会的员工内购业务。<span style="color: black;">按照</span>客户和项目需要，<span style="color: black;">能够</span>与客户工会<span style="color: black;">签定</span>采购合同，<span style="color: black;">亦</span><span style="color: black;">能够</span>不<span style="color: black;">签定</span>合同，员工或员工家属自己支付购买。此类客户<span style="color: black;">重点</span>集中在通讯<span style="color: black;">机构</span>、电力<span style="color: black;">机构</span>、航空<span style="color: black;">机构</span>、<span style="color: black;">轻轨</span><span style="color: black;">机构</span>、大学院校等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、<span style="color: black;">经销<span style="color: black;">商场</span>务（公对公业务）</span>：针对性的筛选和<span style="color: black;">研发</span>一批<span style="color: black;">优秀</span>的经销商队伍，整合双方<span style="color: black;">营销</span>力量、客户群体，做大市场，互利共赢。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、</span>大客户<span style="color: black;">研发</span>计划安排：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、确定<span style="color: black;">目的</span>客户群体：以国有企业和事业单位为重点客户群体，企业经营稳定，效益好，<span style="color: black;">注重</span>员工福利，有较高购买能力，愿意用<span style="color: black;">机构</span>平台为员工谋取福利，过去和<span style="color: black;">此刻</span><span style="color: black;">机构</span>有购买的经验和计划。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、找到<span style="color: black;">详细</span>项目<span style="color: black;">分部</span>和项目负责人：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"> <span style="color: black;">认识</span>客户信息和<span style="color: black;">需要</span></span>：最高决策者，项目部<span style="color: black;">专家</span>、经办人，物资部<span style="color: black;">专家</span>、经办人，物资采购<span style="color: black;">需要</span>和计划，以前的购买<span style="color: black;">状况</span>，采购方式（公开还是邀请），谁有权<span style="color: black;">举荐</span>投标供应商，购买力<span style="color: black;">怎样</span>，<span style="color: black;">机构</span>效益<span style="color: black;">怎样</span>，采购周期，<span style="color: black;">研发</span>内线寻找突破口等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">传递<span style="color: black;">机构</span>和个人信息</span>：<span style="color: black;">机构</span>实力，<span style="color: black;">机构</span><span style="color: black;">详细</span>的经营<span style="color: black;">制品</span>，行业和系统内业绩，<span style="color: black;">机构</span><span style="color: black;">供给</span>的<span style="color: black;">制品</span>和附加价值，个人在行业系统内的业绩，专业的问题<span style="color: black;">处理</span>能力等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;"><span style="color: black;">创立</span>关系</span>：潜在业务合作关系、<span style="color: black;">伴侣</span>关系等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">递交针对性的业务合作<span style="color: black;">方法</span>：</span><span style="color: black;">导致</span>客户内部广泛的兴趣，帮客户理清采购思路，引导和确定立项。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、<span style="color: black;">重点</span><span style="color: black;">营销</span><span style="color: black;">办法</span>：完善的<span style="color: black;">方法</span>和经验介绍；S品牌和商品展示；样品试穿（项目<span style="color: black;">分部</span>）；客户内部宣传（让<span style="color: black;">更加多</span><span style="color: black;">分部</span>感兴趣，侧面给工会等项目组织施压，<span style="color: black;">亦</span>会减轻工会等<span style="color: black;">分部</span>的压力）；内购平台介绍和<span style="color: black;">运用</span>（让流程简单，不影响客户工作）等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、抓住机会，完成投标流程，成立项目团队，为客户<span style="color: black;">供给</span><span style="color: black;">优秀</span>的<span style="color: black;">制品</span>服务。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5、以行业为<span style="color: black;">目的</span>，找到突破口，扩大客户群覆盖面，做大企业客户市场影响力。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 6、完善大客户<span style="color: black;">研发</span>流程，培训和<span style="color: black;">加强</span><span style="color: black;">营销</span>队伍的大客户<span style="color: black;">营销</span>能力，让售前、售中和售后服务更简单，缩减项目完成时间。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、</span>结合我司的<span style="color: black;">优良</span>，<span style="color: black;">怎样</span>完成今年的计划<span style="color: black;">目的</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、在<span style="color: black;">有些</span><span style="color: black;">机构</span><span style="color: black;">长时间</span>经营的行业客户群体中，<span style="color: black;">机构</span>能够<span style="color: black;">必定</span>程度上影响客户的采购<span style="color: black;">方法</span>，<span style="color: black;">或</span>能够提前获知客户的采购时间安排。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、重点<span style="color: black;">研发</span>的行业客户：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">通讯<span style="color: black;">机构</span></span>：我司在A通讯<span style="color: black;">机构</span>、B通讯<span style="color: black;">机构</span>、C通讯<span style="color: black;">机构</span>、D通讯<span style="color: black;">机构</span>都取得了户外运动<span style="color: black;">制品</span>类的项目业绩。<span style="color: black;">针对</span>通讯系统的福利制度、采购方式等有<span style="color: black;">必定</span>的认识<span style="color: black;">累积</span>，今年需要加大关系巩固和公关力度，推广内购平台。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">电力公司</span>：我司在A电力<span style="color: black;">机构</span>、b电力<span style="color: black;">机构</span>取得了户外运动类项目业绩。<span style="color: black;">针对</span>电力<span style="color: black;">机构</span>的福利制度、项目主管、采购方式等有<span style="color: black;">长时间</span>的认识。电力<span style="color: black;">机构</span>员工规模庞大，如宣传到位，<span style="color: black;">必定</span>能够取得不错的销量。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">航空<span style="color: black;">机构</span>、<span style="color: black;">轻轨</span><span style="color: black;">机构</span>、大学院校</span>：这些<span style="color: black;">机构</span>和单位员工数量多，员工<span style="color: black;">青年</span>化，<span style="color: black;">需要</span>较多。结合<span style="color: black;">机构</span><span style="color: black;">研发</span>的平台，可加大<span style="color: black;">研发</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、今年重点突破口：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">A<span style="color: black;">机构</span></span>：人员规模在16000<span style="color: black;">上下</span>，<span style="color: black;">已然</span>有过S品牌购买业务的项目交流，满足员工和员工家属的<span style="color: black;">需要</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">B<span style="color: black;">机构</span></span>：人员规模在25000<span style="color: black;">上下</span>，<span style="color: black;">已然</span>有过S品牌购买业务的项目交流，满足员工和员工家属的<span style="color: black;">需要</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;"> C<span style="color: black;">机构</span></span>：人员规模在10万人以上，此类<span style="color: black;">需要</span>还<span style="color: black;">处在</span>空白期，需要尽全力去推广平台。我司在2012年<span style="color: black;">起始</span>就在为全省公司员工<span style="color: black;">供给</span>服饰类等<span style="color: black;">制品</span>服务，去年我<span style="color: black;">机构</span>又成功拿下全省<span style="color: black;">机构</span>项目，<span style="color: black;">日前</span>已进入完成下单<span style="color: black;">周期</span>。<span style="color: black;">这里</span><span style="color: black;">基本</span>上，<span style="color: black;">咱们</span><span style="color: black;">能够</span>快速找到工会<span style="color: black;">分部</span>，开展<span style="color: black;">营销</span>合作<span style="color: black;">方法</span>。<span style="color: black;">日前</span>已和C<span style="color: black;">机构</span>有<span style="color: black;">必定</span>非正式交流，需要制定<span style="color: black;">方法</span>，展开全面的<span style="color: black;">营销</span>业务推广。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;"> D<span style="color: black;">机构</span></span>：人员规模在6000人<span style="color: black;">上下</span>，我司与D<span style="color: black;">机构</span>在服装类方面有<span style="color: black;">数年</span>的合作时间，<span style="color: black;">始终</span>是<span style="color: black;">优秀</span>的供应商，今年<span style="color: black;">能够</span>展开<span style="color: black;">营销</span>业务。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 最后，<span style="color: black;">咱们</span>要<span style="color: black;">更加多</span>的去影响和抓住企业对公业务，<span style="color: black;">更加多</span>的去<span style="color: black;">研发</span>和放大工会的组织<span style="color: black;">功效</span>开展<span style="color: black;">营销</span>业务，去和有能力的伙伴去合作。<span style="color: black;">咱们</span>相信在合作双方的<span style="color: black;">一起</span><span style="color: black;">奋斗</span>下，S品牌的大客户<span style="color: black;">研发</span>计划<span style="color: black;">必定</span>能够取得不错的成绩。</p>
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