Strategic Customer Planning (Thorogood Reports)
Alan Melkma, "Strategic Customer Planning (Thorogood Reports)"
English | 2006 | pages: 298 | ISBN: 1854183885 | PDF | 1,1 mb
English | 2006 | pages: 298 | ISBN: 1854183885 | PDF | 1,1 mb
This report guides you through the myriad challenges faced by industrial, consumer product and service companies in today’s uncertain world. Each chapter explores a different part of the strategic customer planning process, explaining the methodology and planning techniques and structures, using examples, formats and checklists to help you implement key account plans. In particular:
- Learn how to analyze the threats and take advantage of the opportunities emerging from key new markets such as India and China.
- Learn how to deliver additional value to justify price differentials.
- Explore the effective steering of customer relationships and use of CRM systems.
Strategic Customer Planning is very much a "how to" Report, providing you with the tools to compile a plan tailored to your organization’s specific requirements. Charts, checklists and diagrams all smooth the process.
This report will help you master:
- The crucial steps of key account planning
- The keys to analyzing customer relationships
- The special techniques of bonding mechanisms
- The latest technologies for competitive strategic development
- New developments in CRM systems.
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