大客户也称为核心客户,其实就好比精品店、饭店的VIP客人一样,是企业收益的主要来源。根据“帕雷托法则”,企业80%的利润来源于20%的高端客户。针对这群金字塔顶端的客户,企业不仅要花心思经营,而且还要找对方法和策略。大客户管理(KAM,keyaccountmanagement)是企业以客户为中 Large customers, also known as the core customers, in fact, like the boutiques, restaurants, VIP guests, is the main source of corporate earnings. According to Pareto's Law, 80% of a firm's profits come from 20% of its high-end customers. For those customers who are at the top of the pyramid, businesses should not only focus on their business, but also find ways and tactics. KAM (key account management) is a customer-centric business