【摘要】 客户是激烈的市场竞争中众多企业追逐的焦点,怎样把握住现有高价值的客户,进一步发展具有潜在价值的客户是企业一直不断探索的问题.本文重点对客户价值进行了讨论,并建立了全方位、多角度的客户价值指标评价体系,运用层次分析法对这个指标体系中的指标因子赋以合理的权重,并采用聚类分析法对客户群进行了细分,制定了不同类型客户的管理策略.更多还原

【Abstract】 Customers have gradually become the focuses of competition among enterprises. How to grasp the high value customers and further develop the potential value customers are the pursuing problems. The paper gives a preliminary discussion on customer value, and depicts the model of customer value system. On the basis of that, the paper puts up with evaluating system of customer value in the enterprise according to value contribution and applies AHP and clustering analysis to analyze the customer value.更多还原