外贸企业应关注管理客户方法与技巧,这是企业能够发展的关键所在，外贸企业提升客户粘性，有助于老客户业务往来额度增加，而相应技巧使用则是提高客户忠诚度的关键。
美国是对外贸易大国，多年以来，对于如何展开外贸业务客户管理研究从未止步，著名对外贸易经济学家布朗伯克曾经在其所撰述的文章中写道，“Fully investing the energy and time cost of the limited resource people in the customers who can bring benefits to the enterprises is the key to the rapid development of foreign trade enterprises in the industry. The core definition is that the key customer management is the systematic development and cultivation of those who have important strategic significance for the survival and prosperity of enterprises. Customer.”将有限的资源、人的精力、时间、费用充分投放到能给企业带来利益的客户身上，这是能够让外贸企业在行业中长足发展的关键，核心在于重点客户管理，有计划、按步骤开发和培养那些对企业的生存和兴旺有重要战略意义的客户。
管理客户方法首先要关注到有专门的部门对客户进行管理，在管理过程之中客户经理或团队领导者应该有长远意识，在管理过程中要关注到将客户进行类别划分，将重点客户作为工作的核心目标。
布朗伯克指出，“Customer management process should focus on how to become a supporter of customers, not because of short-term benefits and lead to customer loss. Three points are pointed out in the article. The core theory of customer management, first of all, understand the advantages of customer enterprises, help customers solve practical problems, product and corresponding service oriented. Support customer enterprises. Secondly, not only as a provider of resources, but also as a decision maker to solve problems for users, so as to help users develop markets. In the management process, we should pay full attention to the actual needs of users, help users solve problems, and achieve long-term partnership with customers while managing. Thirdly, in the management process, we should pay attention to the actual needs of users. In the process, we should focus on the analysis of the actual needs of customers and the contrast in the process of purchasing products. Any customer will have multiple suppliers, and this situation will continue to extend with the development of enterprises. The number of suppliers will only increase. In the process of managing customers, we should pay full attention to a number of customers. The supply chain selection problem ensures that customers'purchasing trends are always understood in the corresponding business process, and that they have a dominant position in the supplier market.
其核心论点在于customer management——customer enterprise
——substantial existence——solve the problem; settle a dispute，而这正是exploit the market、management processes
实际需求actual demand; effective demand的基础所在相应的以此拓展开来牵涉到——fellowship——selective analysis，通过这一流程最终达到purchasing process。
客户管理过程中应重点关注到如何成为客户的支持者，不能因为短期利益而导致客户流失。其所提出的文章中指出了三点管理客户的核心理论：First of all, understand the advantages of customer enterprises, help customers solve practical problems, product and corresponding service oriented. Support customer enterprises. Secondly, not only as a provider of resources, but also as a decision maker to solve problems for users, so as to help users develop markets. In the management process, we should pay full attention to the actual needs of users, help users solve problems, and achieve long-term partnership with customers while managing. Thirdly, in the management process, we should pay attention to the actual needs of users. In the process, we should focus on the analysis of the actual needs of customers and the contrast in the process of purchasing products. Any customer will have multiple suppliers, and this situation will continue to extend with the development of enterprises. The number of suppliers will only increase. In the process of managing customers, we should pay full attention to a number of customers. The supply chain selection problem ensures that customers'purchasing trends are always understood in the corresponding business process, and that they have a dominant position in the supplier market.
首先了解客户企业的优势，帮助客户解决实际存在的问题，以产品及相应的服务为导向扶持客户企业。第二，不仅要作为资源的提供者，更应该作为为用户解决问题的决策者，以此辅助用户开拓市场，在管理过程之中要充分关注到用户的实际需求，帮助用户解决问题，在管理的同时和客户达成长期合作伙伴关系。第三，在管理过程中要重点分析客户的实际需求以及客户采购产品的类比需求，客户会有多个供应商，并且这种情况会随着企业的发展而不断的延伸，供应商的数量只会越来越多，在管理客户过程中，要充分关注到客户的多供应链条选择问题，以此确保在相应业务往来过程中始终能够了解客户购买动向，并在供应方市场中占据主导优势。
美国联合健康集团首席客户管理人查克洛菲尔指出：The core of customer management methods and skills lies in the managers who are directly responsible for customer management. In the actual process of customer management, four types of customer relationships should be considered: first, vendor relationship, second, supplier relationship, third, partnership, and finally strategic alliance production relationship. The core of customer management lies in retaining customers, making new customers long-term customers, enhancing customer stickiness and customer loyalty. Based on these four principles, detailed customer management files are listed. According to the information of the region where the customer is located and the corresponding competition in the region, the customer database is established, and the contents of the database are added at any time, the expired contents are deleted, and the difficulty of product sales and competitors in the regional market are understood. The core goal of customer management is always to improve the sales of products, so as to enhance the competitiveness of enterprises
管理客户方法与技巧核心在于直接负责客户管理的经理人，客户管理过程中要考虑到四种类型的客户关系，首先是卖主关系，其次是被优先考虑的供应商关系，第三是合作伙伴关系，最后是战略联盟关系，这四点是销售方和供应方能够优势达成业务往来的核心所在，客户管理其核心就在于留住客户，并且让新客户成为长期客户，提升客户粘性以及忠诚度，以此四项为原则列出详细客户管理档案，并根据客户所在国家、区域以及该区域竞争信息建立客户数据库，并随时对数据库内容添加、删除过期内容，了解客户在区域市场中产品销售问题、难度以及竞争者等等，客户管理其核心目标始终是提升企业产品销售额度，以此提升企业竞争力。
