T�tulo: The Handbook of Key Customer Relationship Management: The Definitive Guide to Winning, Managing and Developing Key Account Business (FT)
Editor: Ft Pr
Fecha de publicaci�n: 2000
Idioma: Ingl�s
ISBN 10: 0273650319
ISBN 13: 9780273650317
Encuadernaci�n: Encuadernaci�n de tapa dura
Estado: Good

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Sinopsis

20% of your customers create 80% of your business revenue, but still 40% of suppliers cannot identify their key customers. The handbook of KCRM (Key Customer Relationship Management) is the definitive guide to winning, managing your key customers and provides you with all you need to know about how to develop your business for them. Enterprises that are not in the mainstream of technology will find themselves at a distinct competitive disadvantage as customers will equate lack of tailored technology with lack of concern. Get the competitive advantage, before your competition gets your customers. Including examples on: Procter & Gamble Marks & Spencers Ford Hawlett & Packard IBM

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Ken Burnett, FIMC is a Management Consultant based in London specialising in management development, sales and marketing. He is a foremost authority, writer and seminar leader on the principles, practice and problems of constructively managing supplier-customer relationships. His consulting career spans over thirty years, in which he has worked with almost 400 different industrial, consumer and service industry corporations world-wide. He has spent the past few years developing practical software systems and training modules particularly in the area of customers relationship planning and development.

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