销售工作是企业工作中永恒的主题,启动大客户销售是企业独立鳌头、做大做强的关键。当今面临市场同质化竞争激烈的挑战,制约企业大客户销售成功跨越的因素是:营销人员的业务素质、对大客户对象的认知程度、产品竞争率、客户需求等。启动大客户销售从业务人员综合素质、客户需求剖析、人员关系建立、政策把握的利用,提高大客户销售的能力,促进销售业绩的进一步提升。 Sales work is the eternal theme of corporate work, start big customer sales is the independent leader, bigger and stronger key. Now facing the challenge of homogeneity and fierce competition in the market, the factors that restrict the successful sales of major accounts of enterprises are: the professional qualities of marketers, the degree of cognition of large clients, the rate of product competition and customer demand. Start sales of large customers from the overall quality of business personnel, customer needs analysis, the establishment of personnel relations, the use of policies to improve the ability of large customer sales, and promote sales performance to further enhance.