Managing Customer Relationships Using Customer Care Techniques: Strategy Development of an International Enterprise, Brzozowska, Anna ; Brzezi?ski, Stanislaw ; Pabian,
The Internet of Things, robo investment advisers, wearable fitness devices, remote health care operations . . . business executives in many industries are currently being inundated with a confusingly and exhaustingly broad range of technological developments that enable new business models.
There is, however, a common thread among all of these developments: firms are fundamentally changing how they connect with their customers. Rather than having occasional, episodic interactions--where customers realize they have an unmet need and then look for ways to fill it--firms are striving to be continuously connected to their customers, providing services and products as the needs arise, even before customers become aware of them.
Firms such as Nike, Disney, Progressive Insurance, McGraw-Hill Higher Education, Medtronic, Hewlett-Packard, and Tesco are developing and competing on connected strategies creating superior customer experiences through connectivity while simultaneously driving dramatic improvements in operational efficiencies and reshaping their industries.
Strategy and operations experts Nicolaj Siggelkow and Christian Terwiesch reveal the emergence of connected strategies across a broad array of industries and show how these strategies work, how they eliminate the trade-off between superior customer experience and low cost, and how companies can formulate, design, and implement them. In showing how to create a connected strategy, the authors reveal the four pathways--respond-to-desire, curated offerings, coaching, and automatic execution--for turning occasional, episodic interactions into continuous relationships. Siggelkow and Terwiesch show you how to:
Reshape the connections between customers, suppliers, and your firm
Create the right revenue model
Make the best technology choices to support your strategy
Integrating rich examples, how-to advice, and tools in the form of "workshop chapters" throughout, this book is the ultimate resource for creating connected relationships with your customers and redefining the connections in your industry.
Название: Excellence in Managing Worldwide Customer Relationships ISBN: 1482226197 ISBN-13(EAN): 9781482226195 Издательство: Taylor&Francis Рейтинг: Цена: 14545.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Автор: Wirtz Jochen Название: Managing Customer Relationships And Building Loyalty ISBN: 1944659366 ISBN-13(EAN): 9781944659363 Издательство: World Scientific Publishing Рейтинг: Цена: 1418.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
Targeting, acquiring, and retaining the "right" customers is at the core of many successful service firms. The objective is to build the relationships and develop loyal customers who will contribute to a growing volume of business with the firm in the future. Managing Customer Relationships and Building Loyalty describes how to acquire and develop desirable, loyal customers within the chosen segments, and the painstaking process to build and maintain their loyalty through well-conceived relationship marketing strategies. This book is the tenth volume in the Winning in Service Markets Series by services marketing expert Jochen Wirtz. Scientifically grounded, accessible and practical, the Winning in Service Markets Series bridges the gap between cutting-edge academic research and industry practitioners, and features best practices and latest trends on services marketing and management from around the world.
Описание: Inspirado en la historia de la fidelidad de Eliseo, el exitoso autor Samuel Rodriguez explora el poder de perseverar con esperanza en medio de los tiempos oscuros en los que vivimos. Si las luchas interminables te han dejado cansado y desanimado, entonces enterate que es posible no solo liberarte sino tambien descubrir la asignacion, la uncion y la autoridad que Dios tiene preparadas para ti.
Автор: Neeb Название: Account Management Strategies in B2B Sales ISBN: 3658404493 ISBN-13(EAN): 9783658404499 Издательство: Springer Рейтинг: Цена: 7927.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales. In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term. The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.
Автор: Hair Joseph F., Anderson Rolph, Mehta Rajiv Название: Sales Force Management ISBN: 1119702836 ISBN-13(EAN): 9781119702832 Издательство: Wiley Рейтинг: Цена: 19325.00 р. Наличие на складе: Поставка под заказ.
Описание:
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework--featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.
Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more.
Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Описание: The practical, expert guide to reaching the new consumer Customer-Centric Marketing is a comprehensive game plan on succeeding in the new marketing landscape by focusing on the customer.
Описание: In the era of disruptive innovation in finance and technology, knowledge advancements in various aspects of engineering, management, data science, and cloud computing are highly sought after. This book provides a reference to FinTech, artificial intelligence, blockchain, machine learning, big data, data science, and data mining.
Автор: Harrington, H. James Название: Cementing Customer Relationships ISBN: 1466590661 ISBN-13(EAN): 9781466590663 Издательство: Taylor&Francis Рейтинг: Цена: 2908.00 р. Наличие на складе: Нет в наличии.
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