H p l ha gi i php khch hng c n v i gi i php chng ta c?

Cao B o H n i 24-06-2011
www.fis.com.vn

BN GI I PHP KHCH HNG C N

Bn ci khch hng c n ch khng ch bn ci chng ta c? Bn gi i php khch hng c n ch khng ch gi i php chng ta c? C ng l bn ci khch hng c n khng?

GI I PHP CHNG TA C
FTEL c ADSL Khch hng c n 3G khng dy? FTG c my tnh Elead Khch hng c n my tnh Dell? Ph Ph ng th c bn my tnh c a DELL

ng th c bn hng c a King Teller (ATM)

Case Study KHCH HNG C N hay CHNG TA C BN CI KHCH HNG C N: cng ty C BN CI CNG TY C: Cng ty E B n ch t l cng ty C hi u bn ci khch hng c n m t cch n gi n. Cng ty E bn ci chng ta ang c nh ng quan tm n nhu c u khch hng.

BN CI KHCH HNG C N
FIS t ng bn cho khch hng Xe my? N m 1995-1996 FIS gip khch hng i USD.

N m 2011: FIS cung c p h th ng BTS cho Gtel B t u t ch a bi t g, ch a c g, Chng ta xy d ng v cung c p cc gi i php K ton, Core Banking, Thu , H i quan, Billing cho Utility, Billing cho Telecom, Ch ng khon, qu n l b nh vi n cho khch hng.

Case Study BN CI CHNG TA C

N m 1995: T ng c c Thu ch mua my tnh IBM FIS vo T ng c c Thu b ng my tnh Compaq FIS c l n thuy t ph c khch hng mua gi i php khc gi i php h ni h c n (khng lm m t lng). FIS c l n thuy t ph c khch hng thay gi i php A sang gi i php B, sau l i thay i gi i php B tr v gi i php A (M khng m t uy tn).

Case Study GI I PHP CORE BANKING

FPT n m 1991 ch a c g > Xy d ng Gi i php SIBA (Smart Bank) cho ngn hng? Giai o n FPT bn Smart Bank (1996-2007) FPT bn iFlex & Temenos (2008-nay) Nhu c u khch hng Gi i php mnh c l m t Qu trnh t ng tc lin t c.

Case Study GI I PHP Billing cho Telecom

FPT n m 2000 ch a c g b t u xy d ng Gi i php Billing cho Mobile Phone? Giai o n FPT bn billing for Telecom t i Vi t nam (2000-2008) Nng c p th ng xuyn. Giai o n FPT bn billing for Telecom ra qu c t (2008-2011).

QU TRNH BN HNG
L m t qu trnh l p
1. Tm hi u v xc nh nhu c u khch hng. 2. Xy d ng gi i php p ng nhu c u c a khch hng. 3. Cung c p cho khch hng gi i php m chng ta c. 4. Ti p t c tm hi u nhu c u c a khch hng. 5. Hi u ch nh, b sung, pht tri n, nng c p gi i php c a chng ta.

B N CH T C A BN HNG C A KINH DOANH

Khch hng mua hng n u ng i bn th a mn nhu c uc ah ? Khch hng mua hng n u ng i bn th a mn t t nh t nhu c u c a h ? Mu n th a mn nhu c u c a khch hng th:
1. Ph i hi u r nhu c u c a khch hng. 2. Xy d ng gi i php, s n ph m, d ch v p ng nhu c u c a khch hng, v t tr i cc i th . 3. Th ng xuyn update nhu c u c a khch hng. 4. Th ng xuyn nng c p gi i php, s n ph m d ch v p ng ngy cng t t h n nhu c u c a khch hng.

HI U R NHU C U C A KHCH HNG

Lm cch no khch hng:
1. 2. 3. 4. 5.

hi u

c r, chnh xc nhu c u c a

Ph i c quan h t t nh cao l c h tin yu. (khi yu qu nhau ng i ta s ch nhn th y u i m c a nhau v b qua cc nh c i m; Yu qu nhau m i ni th t). Ph i c quan h r ng (trn d i, ngang d c) c thng tin nhi u chi u, nhi u gc . Ph i hi u r nghi p v , chuyn mn v qui trnh ho t ng c a khch hng. C g ng c c thi t k t ng th h th ng thng tin c a khch hng (gi ng nh b n qui ho ch trong BDS). Th m nhu n: Nhu c u c a khch hng do b n ch t nghi p v , chuyn mn quy t nh, ch khng thu n ty l nh ng g khch hng ni ra.

LUN C GI I PHP KHCH HNG C N

Lm th no c n:
1. 2.

chng ta lun c gi i php khch hng

3. 4. 5.

Ph i c quan h t t Ph i c quan h r ng nhi u chi u Khch hng l ng i ch d n t t nh t: H s ch cho chng ta bi t s m v th i gian, r v n i dung c a gi i php, nh cung c p t t nh t Ph i hi u r nghi p v , chuyn mn v qui trnh ho t ng c a khch hng. C i ng chuyn gia c hi u bi t nghi p v , c d n ng l c xy d ng gi i php khi c n thi t. C quan h qu c t t t c th nhanh chng h p tc c v i nh cung c p gi i php t t nh t.

CHNG TA KHNG C GI I PHP KHCH HNG C N

Khi gi i php chng ta c khng trng v i gi i php khch hng c n:
1. 2. 3. 4. 5. Cu h i: Khch hng hi u chnh xc gi i php m h c n ch a? Cu h i: Gi i php khch hng c n c ph i l gi i php t t nh t ch a? Cu h i: Gi i php chng ta ang c, c p ng nhu c u nghi p v , qu n l c a khch hng khng? Cu h i: h t cch ch a? Cn cch no khng? Th m nhu n: Quy n l i c a khch hng S ph h p c a gi i php l yu c u cao nh t; Sau m i n quy n l i c a chng ta. Ch c nh v y quan h c a chng ta v i khch hng m i b n v ng.

K T LU N
Bn ci chng ta c hay bn ci khch hng c n ch mang tnh th i i m. Qu trnh lin t c - l p hi u nhu c u c a khch hng, xy d ng gi i php ph h p v i nhu c u khch hng m i l b n ch t c a bn hng.

Thank you!

www.fis.com.vn