本刊2003年11月上半月刊发表了《优化组织销售中的客户关系》一文,这里是一则相关实战个案:怎样在对手的争夺中拿下订单。 R 公司在某电信专业终端领域是国内市场的领头羊,以产品品质好、售后服务佳而闻名,其产品一直比国内同类产品享有20%的溢价。A、B 公司是同类设备的制造商,A 是外资企业,产品 This issue of the first half of November 2003 published an article entitled “Optimizing Customer Relationships in the Sales of Organizations,” here is a related case in action: How to win an order from an opponent. R company in the field of a telecommunications terminal is the leader in the domestic market, good product quality, good after-sales service and famous, its products have been compared to similar domestic products enjoy a 20% premium. A, B company is a manufacturer of similar equipment, A is a foreign-funded enterprises, products