by
Siggelkow, Nicolaj.
Call Number
658.812
Publication Date
2019
Format:
Electronic Resources
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3.2258
by
Wilson, Jerry R.
Call Number
658.812
Publication Date
2020
Format:
Electronic Resources
Relevance:
3.0775
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by
Miller, William, 1955-
Call Number
658.85 21
Publication Date
2003
Summary
Dynamic, proven tools and techniques that let reps think like their customers.
Format:
Electronic Resources
Relevance:
2.1177
by
Yastrow, Steve.
Call Number
658.812
Publication Date
2007
Format:
Electronic Resources
Relevance:
2.0962
by
Shankar, Chandru.
Call Number
658.812028553 22
Publication Date
2011
Format:
Electronic Resources
Relevance:
2.0895
by
Cathcart, Jim.
Call Number
658.85 21
Publication Date
2007
Format:
Electronic Resources
Relevance:
1.7782
by
Agnihotri, Raj S.
Call Number
658.8100285 22
Publication Date
2010
Summary
As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a "product"; instead, they are providing a valuable "solution" to customer problems. Salespeople now act as consultants or experts and provide customized solutions. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent solutions. The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but they also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives. The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then, and only then, will the technology have its intended effect.
Format:
Electronic Resources
Relevance:
1.6346
by
Buttle, Francis.
Call Number
658.812
Publication Date
2004
Summary
Customer Relationship Management: Concepts and Tools is a breakthrough book that makes transparent the complexities of customer relationship management. The book views customer relationship management as the core business strategy that integrates internal processes and functions, and external networks, to create and deliver value to targeted customers at a profit. Customer relationship management is grounded on high quality customer data and enabled by information technology. The book is a comprehensive and fully developed textbook on customer relationship management . Although, it shows the roles of customer data and information technology in enabling customer relationship management implementation, it does not accept that customer relationship management is just about IT. Rather it is about an IT- and data-enabled approach to customer acquisition, customer retention and customer development.Because customer relationship management is a core business strategy the book demonstrates how it has influence across the entire business, in areas such as strategic, marketing, operations, human resource, and IT management. Customer relationship management 's influence also extends beyond the company to touch on partner and supplier relationships. An Instructor's PowerPoint pack is available to lecturers who adopt the book. Accredited lecturers can download this by going to http://books.elsevier.com/manuals'isbn=075065502X to request access.
Format:
Electronic Resources
Relevance:
1.3263
by
Strauss, Judy.
Call Number
658.84 STR
Publication Date
2006 2005
Format:
Books
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0.1961
by
Mishra, Abhishek.
Call Number
658.812
Publication Date
2018
Format:
Electronic Resources
Relevance:
0.1826
by
Bowie, David, author.
Call Number
647.940688 HOS
Publication Date
2017
Format:
Books
Relevance:
0.1826
12.
by
Berkovi, Jack.
Call Number
658.812
Publication Date
2014
Summary
How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The book introduces The Client Management Model to enable firms to assess their level of Client orientation and relationship development. It also features The Client Management Index which enables firms to benchmark their result against their peers. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. This book provides a comprehensive, pragmatic guide to the Client relationship journey, from identifying potential Clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which Clients are likely to be the most lucrative and thus provide the desired financial returns. The book also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a Client Management Profile.
Format:
Electronic Resources
Relevance:
0.1575
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