顾客是企业收入的唯一来源,也是利润的唯一来源。因此,企业的股票价格、有形资产的利润率、以及职工的生产率完全取决于对顾客的挑选、培养和企业同他们之间的关系。尽管这种关系很重要.但很少有企业能向对待财务、设备和职工管理那样,投入足够的时间和精力来管理这些顾客。今天,一些先进的企业已经开始严格地管理顾客了,其目的就是通过吸引、培养和留住顾客中最有利可图的那一部分人,以谋取企业的最大价值。他们认为通过更好的管理顾客财产,企业的利润就会大大上升,超出本行业的平均水平。在竞争日益激烈的市场中,企业逐步认识到他们应挑选出那些最有价值的顾客,集中精力按照他们的要求提供所需要的商品,并建立起新型的商业关系,为此企业应在吸引、培养和留住顾客这三个环节上很下功夫。吸引顾客要吸引顾客首先要对现有的顾客和未来的潜在顾客有一个清楚的认识。那就是:他们是什么样的人?有什么样的共同特点?购贸的决定是怎样制定的? The customer is the only source of corporate income and the only source of profit. Therefore, the stock price of a company, the profitability of a tangible asset, and the productivity of an employee depend entirely on the selection, training, and relationship between the company and the customer. Although this relationship is important, few companies can invest enough time and energy to manage these customers, as they do with finance, equipment, and staff management. Today, some advanced companies have begun to strictly manage their customers. The purpose is to attract the most profitable part of the customers to maximize their value. They believe that through better management of customer property, corporate profits will rise significantly, exceeding the industry average. In an increasingly competitive market, companies are gradually realizing that they should select the most valuable customers, focus on providing the required products according to their requirements, and establish new types of business relationships. It is very hard to cultivate and retain customers. To attract customers to attract customers First of all, it is necessary to have a clear understanding of existing customers and prospective potential customers. That is: What kind of people are they? What are the common characteristics? How is the decision on purchasing trade made?