随着全业务运营的逐步深入,集团客户市场及其客户群体以其对信息化产品需求的宽度和广度、客户群体的消费水平等众多优势因素成为电信运营商争夺的重要战略阵地。而客户经理团队是运营商服务集团客户最直接、最关键的桥梁,如何不断强化客户经理对集团客户的行业特征、组织架构等的深入了解,提高客户经理对行业客户信息化需求精准把握的技能,借助维系和服务集团客户内部的关键人物把握集团客户内部决策链主体的倾向度,通过为客户提供与之需求相匹配的产品或者服务,进而促进全业务产品的渗透,是各运营企业集团客户市场经营管理人员比较关注的话题。 With the gradual deepening of full-service operation, the group customer market and its customer base have become important strategic positions for telecom operators to compete with many advantages such as the width and breadth of their demand for information products and the level of consumption of their customers. The customer manager team is the most direct and key bridge for operators to serve group customers. How to continuously strengthen the account manager’s in-depth understanding of the industry characteristics and organizational structure of group customers so as to improve the accuracy of the client manager’s ability to grasp the customer information needs of the industry? , By maintaining and propelling the key people within the Group’s customers the tendentiousness of the Group’s internal decision-making chains, and by providing customers with the products or services that match their needs so as to promote the penetration of full-service products, Market managers are more concerned about the topic.