《大客户营销》内容简介

　　《大客户营销》内容简介：本书通过定位（锁定大客户）、拓客（开发大客户）、邀约（提升见面的成功率）、破冰（获取客户信任）、痛点（挖掘客户需求）、卖点（塑造产品价值）、价格（报价、定价和让价策略）、谈判（消除客户抗拒）、成交（大客户成交策略）和维护（超值服务带来转介绍）这十个方面的阐述，打造了一整套系统性的从客户定位到成交的大客户营销策略。

　　作者简介

　　陈明宇：南通理工学院董事长，英国威尔士大学工商管理硕士，江苏省江西商会执行会长，中国民办教育协会高等教育专业委员会副理事长，获南通市“五一劳动奖章”，获南通市“劳动模范”称号，主持江苏省教育厅课题“高校民办体制机制的完善及其优势发挥”并顺利结项，主持中国职教学会课题“新工科建设背景下高等职业教育人才培养路径与方法研究”（在研），已出版专著两部，在《中国高等教育》《中国教育报》等刊发文章四篇

　　曹大嘴（本名：曹恒山）：南通理工学院企业发展研究院院长，资深营销培训师、咨询师，国家高级注册培训师，国家二级心理咨询师，已出版著作：《鱼塘式营销》《享受拒绝》《销售这样说才对》《谁懂客户谁拿订单》《曹大嘴说销售：林妹妹升职记》等，主讲课程“大客户营销”“打造狼性销售团队”“客户开发与成交”等。

　　傅一声（本名：傅建忠）：南通理工学院创新创业学院副院长，新媒体营销专家，高级互联网营销师，中国高级注册培训师，知名自媒体人，已出版著作：《鱼塘式营销》《出众力》等，主讲课程“新媒体营销”“短视频制作与营销”“直播带货”等。

Introduction to Key Account Marketing

Introduction of "Key Account Marketing" : This book is introduced by positioning (locking in key customers), extension (developing key customers), invitation (improving the success rate of meeting), ice-breaking (obtaining customer trust), pain points (tapping customer needs), selling points (shaping product value), price (quotation, pricing and discount strategies), negotiation (eliminating customer resistance), transaction (key customer transaction strategy) and maintenance (value service) The elaboration of these ten aspects has created a set of systematic marketing strategies from customer positioning to transaction.

About the author

Chen Mingyu: Chairman of Nantong Institute of Technology, MBA from the University of Wales, Executive Chairman of Jiangxi Chamber of Commerce in Jiangsu Province, vice chairman of Higher Education Professional Committee of China Private Education Association, won the title of "May Day Labor Medal" in Nantong City, won the title of "Model Worker" in Nantong City, presided over the project of Jiangsu Provincial Department of Education "The Improvement of Private institutions and mechanisms in Colleges and Universities and its advantages" and successfully concluded the project. He presided over the project of China Vocational Education Association "Research on the Path and Method of Talent Training in Higher Vocational Education under the background of New Engineering Construction" (in research), and has published two monographs and four articles in China Higher Education and China Education Daily

Cao Dazui (real name: Cao Hengshan) : Nantong Institute of Technology Enterprise Development Research Institute director, senior marketing trainer, consultant, national senior registered trainer, national second-level psychological consultant, has published books: "Fishpond marketing", "Enjoy rejection", "sales so say", "Who understands the customer who takes the order", "Cao Dazui said sales: Sister Lin's Promotion and other courses, including "key account marketing", "Building a Wolf sales team", "customer development and transaction" and so on.

Fu Yisheng (real name: Fu Jianzhong) : Deputy Dean of School of Innovation and Entrepreneurship, Nantong Institute of Technology, new media marketing expert, senior Internet marketing, senior registered trainer in China, well-known we-media person, has published books: Fish Pond Marketing, Outstanding Power, etc., main courses "New media marketing", "Short video production and marketing", "live streaming with goods" and so on.