问题 问答题 简答题

简要分析通信技术应用部门特征。

答案

参考答案:1.产品价格敏感度低

①关注产品忽视价格:由于技术产品的使用部门没有采购的权限,因此他们通常对于产品的价格不关心,他们通常只对于自己使用的产品的功能、质量有着较高的兴趣。因此,客户经理应该学会多和客户的前端市场部门的客户进行沟通,因为需求往往首先产生于前端的部门。

②营销时价格障碍低:由于前端客户对于价格不敏感,因此,在客户经理推荐新业务时,就不会遇到价格的异议,客户会更容易接受,因此,客户经理应该尽可能多的从前端部门获取更多的客户的正面反馈和意见。

2.关注产品的先进性

①网速越快越好:常常听到前端的客户出现单位上网速度慢等抱怨,这些抱怨都有可能成为潜在需求。

②功能越多越好:常常听到前端的客户抱怨自己的办公网络这也不能实现那也不能实现,对于新的技术,有的时候他们会和通信技术部门的工程师一样,有着浓厚的兴趣。

3.易生成潜在的需求

①对于产品的缺点抱怨敏感:产品出现问题首先影响到的是应用部门,其后才是客户内部的技术支撑部门感受到压力。

②对于产品的升级愿望强烈:许多单位的通信技术部门提出网络升级的需求,其最初的需求就源自于一线的使用部门,更多的是源自于客户的销售部门。

4.不易建立客户关系

①利用各种机会进行关怀:邀请参观,派发宣传资料,客户满意度调查,建立客户需求反馈渠道。

②定期了解跟踪使用需求:定期了解客户需求,针对潜在需求进行跟进。

判断题
单项选择题

(D)

Diana Jacobs thought her family had a workable plan to pay for college for her 21-year-old twin sons: a combination of savings, income, scholarships, and a modest amount of borrowing. Then her husband lost his job, and the plan fell apart.

"I have two kids in college, and I want to say ’come home,’ but at the same time I want to provide them with a good education," says Jacobs.

The Jacobs family did work out a solution: They asked and received more aid form the schools, and each son increased his borrowing to the maximum amount through the federal loan (贷款) program. They will each graduate with $20,000 of debt, but at least they will be able to finish school.

With unemployment rising, financial aid administrators expect to hear more families like the Jacobs. More students are applying for aid, and more families expect to need student loans. College administrators are concerned that they will not have enough aid money to go around.

At the same time, tuition(学费)continues to rise. A report from the National Center for Public Policy and Higher Education found that college tuition and fees increased 439% from 1982 to 2007, while average family income rose just 147%. Student borrowing has more than doubled in the last decade.

"If we go on this way for another 25years, we won’t have an affordable system of higher education," says Patrick M. Callan, president of the center. "The middle class families have been financing it through debt. They will send kids to college whatever it takes, even if that means a huge amount of debt."

Financial aid administrators have been having a hard time as many companies decide that student loans are not profitable enough and have stopped making them. The good news, however, is that federal loans account for about three quarters of student borrowing, and the government says that money will flow uninterrupted.

How did the Jacobs manage to solve their problem()

A. They asked their kids to come home.

B. They borrowed $20,000 from the school.

C. They encouraged their twin sons to do part-time jobs.

D. They got help from the school and the federal government.