According to their own value, clinch a deal customers are divided into small, medium, large and VIP customers.
According to the possibility of sales transaction, the customers who have not completed the transaction are divided into four grades: A, B, C and D.
For existing customers, like wives, they need to manage well and pursue lifelong service;
For potential customers, we should manage with care, that is, we should pursue them like lovers.
If customers are classified by value: the most valuable customer (MVC); The fastest growing customer (MGC); Negative customers (BZC).
For the most valuable customers, we will strengthen the establishment of good relations with them, for the most growing customers, we will adopt strategies to promote their development, and for those customers who can only bring negative value, we will exclude them.
Differentiate customers according to different customers, so that the marketing work of enterprises is targeted, and the limited enterprise resources are concentrated to create the greatest value for the most valuable customers. After all, an enterprise has limited ability, and it is impossible to establish a learning relationship with all customers and obtain the same profits from all customers. At the same time, enterprises can redesign their own production behavior according to the existing customer information, so as to respond to the customer's value demand in time. Enterprises can distinguish the existing "customer groups" to a certain extent and types, which is helpful for enterprises to formulate appropriate business strategies in a specific business environment. For the differentiation of customers, a simple mathematical model can also be established to analyze, and two variables are selected as coordinates: the share of products owned by customers (high or low) and the quantity that customers will buy recently (large or small), so as to adopt a good contact strategy for customers with high share and large quantity to buy; For customers with high occupancy and small purchases, the strategy of retention or acquisition should be adopted; For customers with low market share and about to buy in large quantities, development strategies should be adopted; For customers with low occupancy rate and small purchases, the acquisition or abandonment strategy should be adopted. Through the classification of existing and potential customers of enterprises, differentiated countermeasures are taken for customers. Of course, enterprises sometimes start from a strategic perspective, such as attracting negative customers to enhance their popularity or bring sales of related products; Enhance the image by seizing high-end customers and so on.
What is the customer classification management method of enterprises? According to whether there is a transaction, he is divided into two categories, including customers (clinched) and potential customers (not clinched).
According to their own value, clinch a deal customers are divided into small, medium, large and VIP customers.
According to the possibility of sales transaction, the customers who have not completed the transaction are divided into four grades: A, B, C and D.
For existing customers, it is necessary to do a good job in operation and pursue lifelong service;
For potential customers, we should manage with care, that is, we should pursue them like lovers.
If customers are classified by value: the most valuable customer (MVC); The fastest growing customer (MGC); Negative customers (BZC).
For the most valuable customers, we will strengthen the establishment of good relations with them, for the most growing customers, we will adopt strategies to promote their development, and for those customers who can only bring negative value, we will exclude them.
Differentiate customers according to different customers, so that the marketing work of enterprises is targeted, and the limited enterprise resources are concentrated to create the greatest value for the most valuable customers. After all, an enterprise has limited ability, and it is impossible to establish a learning relationship with all customers and obtain the same profits from all customers. At the same time, enterprises can redesign their own production behavior according to the existing customer information, so as to respond to the customer's value demand in time. Enterprises can distinguish the existing "customer groups" to a certain extent and types, which is helpful for enterprises to formulate appropriate business strategies in a specific business environment. For the differentiation of customers, a simple mathematical model can also be established to analyze, and two variables are selected as coordinates: the share of products owned by customers (high or low) and the quantity that customers will buy recently (large or small), so as to adopt a good contact strategy for customers with high share and large quantity to buy; For customers with high occupancy and small purchases, the strategy of retention or acquisition should be adopted; For customers with low market share and about to buy in large quantities, development strategies should be adopted; For customers with low occupancy rate and small purchases, the acquisition or abandonment strategy should be adopted. Through the classification of existing and potential customers of enterprises, differentiated countermeasures are taken for customers. Of course, enterprises sometimes start from a strategic perspective, such as attracting negative customers to enhance their popularity or bring sales of related products; Enhance the image by seizing high-end customers and so on.
There is another classification management method:
(1) Implement classified management according to customers' attitudes towards enterprises and products.
(2) Classify and manage Class A according to the transaction amount of products purchased by customers, including large customers, large transaction amount and small customers;
Class b, general customers, between AC classes.
Class C, small customers, with small transaction amount and large number of customers;
(3) Implement classified management according to customer sales performance and loyalty.
(four) according to customer credit and performance management.
(5) Implement classified management according to the development potential of customers.
For Class A large customers, we adopt the policy of "1: 1". Because such customers are very important and can bring us great profits, even the promotion of enterprises, we must be cautious. We can arrange a salesperson or sales supervisor to take charge of this customer, or even we can arrange a team to take charge of this customer or industry.
For medium-sized B customers, we adopt the policy of "1: 2". In other words, a salesperson can take care of several medium-sized customers at the same time, and the salesperson is fully responsible for the business of these customers without interfering in other things.
For small C customers, the policy of "1: 3-5" is adopted. Let a salesperson see many such customers, because these small customers don't often place orders, and the order volume is not large, so although a salesperson manages many such customers, he won't delay his work because he is too busy. Moreover, such small customers will generally go to the supermarket like consumers, and will automatically come to the door according to the brand of the enterprise when needed.
What are the basic management methods of enterprises? Enterprise management is about content. If everything is done well, the enterprise will be awesome! 1 Effectively organize the economic activities of the enterprise around the requirements of the overall goal by means of forecasting, planning, budgeting and decision-making. Plan management embodies management by objectives. (2) Production management is to manage the setup and operation of production system through production organization, production planning and production control. (3) Material management plans to organize the procurement, supply, storage, economical use and comprehensive utilization of various means of production required by enterprises. (4) quality management supervision, inspection and inspection of the production achievements of enterprises. ⑤ Cost management focuses on cost forecasting, cost planning, cost control, cost accounting, cost analysis and cost assessment. Around the occurrence of various expenses of enterprises and the formation of product costs. ⑥ Financial management manages the formation, distribution and use of financial activities of enterprises, including fixed funds, circulating funds, special funds and profits. ⑥ Labor and personnel management makes overall planning, unified organization, systematic control and flexible adjustment of labor and personnel in all aspects of enterprise economic activities.
How do catering enterprises classify customers? Customer classification management refers to the use of CRM technology to manage the relationship with customers. On different occasions, it may be a management term or a software system, which refers to a software system that uses computers to automatically analyze the processes of sales, marketing and customer service. If catering enterprises have this demand, they can learn from Beijing Yisheng Times.
How to manage customer classification? Before the transaction, the purpose of customer classification management is to formulate different follow-up strategies for sales; After the transaction, the purpose of customer classification management is to provide better after-sales or secondary marketing. Therefore, how to manage it depends on your purpose first, but it is best to manage it with software such as a good writing pen, which is the most convenient.
How to classify and manage customers with ABC classification? ABC classification is an analytical method to classify and queue things according to their main technical or economic characteristics, and to distinguish between key and general, so as to determine different management modes. Simply put, it is eight words: prioritize and treat differently. The problem you mentioned belongs to the category of marketing management. Application of ABC classification in marketing management. When analyzing and managing customers of a certain product, enterprises can divide users into class A users, class B users and class C users according to the purchase quantity. Because the number of Class A users is small, but the purchase volume accounts for 80% of the company's product sales, enterprises generally set up special files for Class A users, assign special sales personnel to be responsible for the sales business of Class A users, provide sales discounts, send people to visit users regularly, and adopt direct sales channels, while for Class C users with large quantity but small purchase volume and scattered distribution, indirect sales channels using middlemen can be adopted.
What is 6s management law? Reprint the following information for your reference.
"6S management" originated from 5S of Japanese enterprises and is an effective concept and method of modern factory site management. Its function is to improve efficiency, ensure quality, make the working environment clean and orderly, put prevention first and ensure safety. The essence of 6S is an executive corporate culture, which emphasizes discipline and is not afraid of difficulties. As a basic 6S work, it can provide a high-quality management platform for other management activities.
6S field management method
6S on-site management method: organize everything in the workplace into necessary and unnecessary; Clearly and strictly distinguish between necessary things and unnecessary things; Unnecessary things should be disposed of as soon as possible. Objective: To make room, use space flexibly, and prevent misuse and delivery. In the production process of a refreshing workplace, there are often some leftover materials, products to be repaired, products to be returned, scrapped products and so on. It takes up space and hinders production, including some unusable fixtures, measuring tools and machinery and equipment. If it is not cleared in time, the website will become very messy. It is a waste to put unnecessary items on the production site: even a spacious workplace will become narrower and narrower. Scaffolding, cabinets, etc. Occupied by sundries, reducing its use value. It increases the difficulty of finding tools, parts and other items, and wastes time. Items are placed in disorder, which increases the difficulty of inventory and inaccurate cost accounting. Note: To be determined. Unnecessary items should be thrown away directly.
Implementation essentials: 1. Conduct a comprehensive inspection of your workplace (scope), including what you can and can't see. 2. Set the criteria of "want" and "don't want". 3. Remove unwanted items from the workplace. 4. Investigate the frequency of use of required items and decide the daily dosage and location. 5. Formulate waste disposal methods. 6. Check yourself every day.
6S site management method: rectify the necessary items left on the site after sorting, classify them and arrange them neatly. Clear quantity and effective identification. Goal: a clear and tidy working environment in the workplace eliminates the time to find things and excessive backlog of things. Note: this is the basis for improving efficiency. Implementation essentials: 1. The closing work in the previous step should be implemented. 2. Process layout, and determine the placement position 3. Specify the placement method and the quantity of 4. Mark and locate 5. The "three elements" of the rectification of place and article signs: place, method and place where signs are placed. In principle, the location of articles should be 100%, and the articles should be fixed and fixed. Only really needed items can be placed near the quantitative production line. The placement method is simple and easy, and does not exceed the specified range. Put more effort into the placement method. Mark the location and items. In principle, there is a one-to-one correspondence between existing objects and placement positions. Some representations should be unified throughout the company. Make more efforts to rectify the "three fixed" principles: fixed point, fixed volume, fixed point: where to put it, fixed volume: what container to use, what color: specify the appropriate quantity.
6S Site Management Method: Clean the workplace. Keep the workplace clean and bright. Objective: To eliminate stolen goods, keep the workplace clean, bright and stable, and reduce work-related injuries. Implementation essentials: 1. Establish clean responsibility area (indoor and outdoor). 2. Perform routine cleaning and remove dirt. 3. Investigate pollution sources and eliminate or isolate them. 4. Clean up the benchmark as a specification.
6S site management method: Clean up and standardize the above 3S practices, and implement and maintain the results. Objective: To maintain the results of the above 3S. Attention: institutionalization and regular inspection. Implementation essentials: 1. The first 3S works 2. Evaluation method 3. Reward and punishment system, strengthen the implementation of 4. The supervisor often takes the lead in inspection to show his attention.
6S On-site management method literacy improves the civilized and polite level of all employees through morning meetings and other means. Cultivate each member to form good habits and abide by the rules. It is easy to cultivate 5S, but long-term maintenance must rely on the improvement of literacy. Objective: To cultivate employees who have good habits and abide by rules, improve the level of employees' manners and create team spirit. Implementation essentials: 1. Standards of clothing, appearance and identity card. * * * Relevant rules and regulations to be observed 3. Etiquette code 4. Training (5S education and practice for new employees) 5. Various spiritual improvement activities (morning meetings, courtesy sports, etc.). )
6S site management law attaches importance to the safety education of members, and always has the concept of safety first, so as to prevent problems before they happen. Objective: To establish a safe production environment, and all work should be based on safety.
1.
In order to create a good working environment, develop good working habits, strengthen rectification, improve quality and production efficiency, reduce waste, and thus enhance the company's competitive strength.
2. Scope of application
All production units and production-related units in the company are applicable.
3. Definition
3. 1 6 S: Take the prefix of six Roman pronunciations, such as "sorting, rectifying, sweeping, cleaning, literacy and safety".
3.2 SEIRE: Distinguish between what is needed and what is not needed, and deal with what is not needed in time.
3.3 SEITON: Important things are located and clearly marked.
3.4 SEISO: Keep it clean at all times and put an end to dirty sources.
3.5 SEIKETSU: Institutionalize, standardize, implement and maintain the achievements of the first 3S.
3.6 Literacy: Everyone develops good habits, acts according to the rules, and cultivates the spirit of initiative, unity and mutual assistance.
3.7 Safety: People-oriented, ensuring work safety.
4. Responsibility
4. 1 manager's general manager's office: responsible for leading the promotion of 6S activities, and ordering the general manager's office to conduct advocacy and regular inspection.
4.2 General Manager's Office: responsible for publicizing 6S, making audit plans and organizing regular audits, and tracking improvement and improvement measures.
4.3 Auditor: responsible for publicizing 6S and implementing audit according to the audit plan.
4.5 Department Manager: responsible for the publicity and guidance of 6S and promoting the actual management within the department.
4.6 Relevant personnel of the department: responsible for performing 6S related operations.
5.6S general class
5. 1 6S spirit
Implement voluntary waste reduction.
Take the factory as the home and maintain safe production for a long time.
5.2 6S policy
Establish a vibrant, fresh, clear and safe working environment, strive to save time and make full use of space, so as to achieve the purpose of reducing costs and improving efficiency, and strive to create a good corporate culture.
6.6S operation content
6. 1 finishing
6. 1. 1 objective: make room to prevent misuse.
6. 1.2 Operation essentials
6. The work site (scope) of1.2.1shall be comprehensively inspected, including the visible and invisible places on the surface;
6. 1.2.2 judge whether the commodity is needed according to the actual needs of the work;
6. 1.2.3 Remove unnecessary items immediately;
6. 1.2.4 Formulate waste treatment methods;
6. 1.2.5 Reference scheme for handling needed and unnecessary items:
6.2 rectification
6.2. 1 objective: the articles shall be placed neatly, stored reasonably and taken and put quickly.
Key points of operation
6.2.2. 1 Determine the location of articles according to the production process and frequency of use, paying special attention to dangerous articles;
In 6.2.2.2, the way items are placed is determined by the category type, and the principle is parallel and right angle;
6.2.2.3 has crossed the division without exceeding the prescribed scope;
6.2.2.4 clearly marks the items in the place one by one, and the worn and modified signs must be updated in time;
Items that cannot be placed in the specified position in 6.2.2.5 should be hung with a "Temporary Placement" sign, indicating the person in charge, the reason, the placement time and the estimated placement time.
6.3 cleaning
6.3. 1 objective: the site, equipment and tools are clean.
6.3.2 Key points of operation
6.3.2. 1 Each department determines the responsibility area through consultation;
Make regional planning zoning map in 6.3.2.2 department, indicate cleaning responsibility posts and personnel, and post it on billboards;
6.3.2.3 department makes a cleaning plan and establishes a cleaning benchmark;
The person in charge of 6.3.2.4 area carries out the plan and cleans up the dirt.
clean
6.4. 1 objective: to show "abnormality" by institutionalizing the maintenance results.
6.4.2 Key points of operation
6.4.2. 1 Implement the first 3S work;
6.4.2.2 formulates visual management benchmarks;
Establish inspection plan in 6.4.2.3 department;
6.5 Literacy rate
6.5. 1 objective: everyone should pay attention to order, strictly observe discipline, be polite and do their jobs spontaneously.
Key points of operation
6.5.2. 1 Continue to promote the habituation of the first 4S;
Everyone in 6.5.2.2 consciously abides by the company management system;
Education and training in 6.5.2.3 promote various spiritual promotion activities.
6.6 safety
6.6. 1 objective: to establish a safe production environment and eliminate all kinds of potential safety hazards.
6.6.2 Key points of operation
6.6.2. 1 All the above activities always carry out a purpose: safety first.
6.6.2.2 attaches importance to the safety education of all employees and earnestly studies and understands safety knowledge;
6.6.2.3 abides by work instructions and operating procedures, and does not violate regulations.
6.6.2.4 checks all kinds of potential safety hazards in the process of work at any time and eliminates them in time.
7.6S audit
7. 1 audit plan: the general manager's office has made an unscheduled inspection plan of not less than 4 times a month, which will be implemented after being approved by the manager of the general manager's office.
7.2 Audit team: conduct audit according to the audit plan, be fair and objective, and negotiate improvement measures.
7.3 Inspection method: The inspection team shall cooperate with the person in charge (agent) of the inspected area to inspect the area. If there is any non-conformity, it shall be confirmed by the inspection team and the person in charge (agent) of the inspected area, and the project shall be established and photographed to testify.
7.4 Improvement: The audit team will make the detected nonconformities into an electronic file of 6S nonconformities records in the form of pictures and texts, and send it to all departments, and the responsible department will start improvement as soon as possible. On the second day after the audit, the audit team will track the improvement results, and if there is no improvement, it will be treated as 6S unqualified.
7.5 Every time the number of unqualified items is higher than the limit, it shall be deemed as 6S unqualified, and it shall be handled according to the 6S related regulations of this department.
Unqualified quantity:
7.6 Publication of results: The audit team will summarize and publish the audited nonconformities. Non-conformities and photos are made into 6S non-conformities records by the general office and posted on the bulletin board.