顧客需求分析_customer_needs_and_wants_analysis

1、Customer needs and wants analysis,Members: 薛文娟 朱 虹,Contents,Customer behavior analysis----why we need to know customer needs.Customer wants classification ----which are the differences between diffe

2、rent customs’ needsUnderstand customer demands strategy ----how to judge and know the customers’ demands,----why we need to know customer needs,Different people have different needs, so it is important for the busi

3、nesses to know the customer demands. From these demands, the businesses could try to attract people from various ways .,----why we need to know customer needs,,,L1 Meet needs,L2Discover and excavate demands,L3Guide

4、and affect the products and customer needs,High,Our value,Low,,,Value of customer,High,‘Pyramid’ brand structure of L'OREAL PARIS,,HRLancome,Biotherm Kiehls,L’OREAL PARIS YUE-SAI

5、 Garnier Mininurse,The general rule of the customers' purchasing behavior,Marketing stimulationProduct Price LocationPromotion,External stimulationEconomicalTechnicalP

6、oliticalCultural,PurchasingcharacteristicsCultureSocietyIndividualPsychology,Buyers decision- making processQuestion recognizationInformation collectionScheme evaluationScheme decisionAfter-sales behavior,Buy

7、ers decisionProducts selectionBrand selectionDealer selectionTime to buyPurchaseing quantity,,,Customer wants classification,Notion Customer wants is people’s desire and requirement of purchasing products an

8、d service ,which is used to meet the needs of individual or family.,Customer wants classification,,,,The characteristics of customer requirements,,universality,,decentrality,,complexity,,,,mutability,,,,,expansibility,,e

9、motionality,,elasticity,,substitutability,,region,,seasonality,,hierarchy,Customer wants classification,,,,,,Obviousrequirements,Potential requirements,Customer wants classification,,,Obvious requirements,Potential requ

10、irements,Not clear demand,,,,Attention to solutions,Dissatisfaction, some inconvenience,Know nothing,Understand customer demands strategy,How to know customer demandsFrom customer's dress, behavior and their convers

11、ation, etc.‘Judge a book by its cover’ not desirable, but can be used as the basis for judgment.,Understand customer demands strategy,For salers, how to know customer demandSales should be active to ask the customer&#

12、39;s demand.In daily life, customers often focus on useing, function, price etc. it needs the sales flexible grasp.,Understand customer demands strategy,Do not interrupt your customersIf their words are not clear, plea