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Author: James G. Barnes
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 344
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Book Description
When executives hear the term "customer relationship management" (CRM), they often break out in a cold sweat amid visions of six- or seven-figure implementations of staggeringly complex systems. But have no fear, you won't stumble over such looming obstacles in James G. Barnes's book. Rather he chooses an old-fashioned approach to CRM: actually building relationships with your customers. Barnes provides a variety of techniques to accomplish this basic task. Some of his suggestions are fresh and inspired, while others will sound pretty familiar to anyone in business. Either way, he documents them with his own thorough research and insightful accounts from other writers. Some readers will miss the nuts-and-bolts technical analysis that has come to define the modern concept of CRM, but getAbstract recommends this book to executives, marketing professionals and customer service managers who want to get back to traditional business values.
Author: James G. Barnes
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 344
Get Book Here
Book Description
When executives hear the term "customer relationship management" (CRM), they often break out in a cold sweat amid visions of six- or seven-figure implementations of staggeringly complex systems. But have no fear, you won't stumble over such looming obstacles in James G. Barnes's book. Rather he chooses an old-fashioned approach to CRM: actually building relationships with your customers. Barnes provides a variety of techniques to accomplish this basic task. Some of his suggestions are fresh and inspired, while others will sound pretty familiar to anyone in business. Either way, he documents them with his own thorough research and insightful accounts from other writers. Some readers will miss the nuts-and-bolts technical analysis that has come to define the modern concept of CRM, but getAbstract recommends this book to executives, marketing professionals and customer service managers who want to get back to traditional business values.
Author: Robbie Wheeler
Publisher: Robbie Wheeler
ISBN: 9781637327364
Category : Business & Economics
Languages : en
Pages : 96
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Book Description
Business Relationship Management: Relationship Management is the solution for getting to know your customers and developing your business.
Author: Francis Buttle
Publisher: Routledge
ISBN: 1856175227
Category : Business & Economics
Languages : en
Pages : 495
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Book Description
This title presents an holistic view of CRM, arguing that its essence concerns basic business strategy - developing and maintaining long-term, mutually beneficial relationships with strategically significant customers - rather than the operational tools which achieve these aims.
Author: Bang Nguyen
Publisher: Routledge
ISBN: 1317621999
Category : Business & Economics
Languages : en
Pages : 548
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Book Description
Customers are treated badly. Not all customers. Not always. But many are and often. Some customers are bad. They treat firms badly. Firms have to react. Employees and customers endure the consequences. Such bad behaviours, by firms and customers, have consequences for perceptions of trust and fairness, for endorsements and referrals, for repeat purchasing and loyalty, and ultimately for a firm’s profitability and RoI. The management of customer relationships is core to the success and even survival of the firm. As The Dark Side of CRM explores, this is an area fraught with difficulties, duplicitous practice and undesirable behaviours. These need acknowledging, mitigating and controlling. This book is the first of its kind to define these dark sides, exploring also how firms and policy-makers might address such behaviours and manage them successfully. With contributions from many of the leading exponents globally of CRM and understanding customers, The Dark Side of CRM is essential reading for students, researchers and practitioners interested in managing customers, relationship marketing and CRM, as well as social media and marketing strategy.
Author: Stanley A. Brown
Publisher: Wiley
ISBN: 9780471644095
Category : Business & Economics
Languages : en
Pages : 376
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Book Description
Maximize customer satisfaction and maximize your bottom line Over the last decade, too many organizations have assumed that their products or services were so superior that customers would automatically keep coming back for more. But in order to compete effectively in today's marketplace, organizations must change their strategy to become more customer focused, not product focused. Customer Relationship Management (CRM) is the best way to integrate this customer-facing approach throughout an organization. Aimed at understanding and anticipating the needs of an organization's current and potential customers, this innovative book shows how CRM links people, process, and technology to optimize an enterprise's revenue and profits by first providing maximum customer satisfaction. * Covers developing a market-oriented strategy, innovation in products and services, sales and channels transformation, customer relationship marketing, and customer care Stanley A. Brown (Toronto, Canada) is Partner in Charge of the Centre of Excellence in Customer Care at PricewaterhouseCoopers in Toronto.
Author: John McKean
Publisher: Wiley
ISBN: 9780471988014
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
. Less than five percent of the world's firms achieve the full potential of their customer relationship initiatives . The rest are caught in its paradox . The core message of Information Masters is simply that the frenzied race back to customers is being won by those who have developed a broad and deep customer information competency. The winners have accomplished this by balancing technology with investments in the predominantly "non-technological" determinants of customer information competency - people skills, processes, organization structure, culture, leadership, and information itself. "You might think it's lack of technology that accounts for your inability to forge stronger, more rational and cohesive relationships with your customers, but John McKean's excellent study shows that technology is likely to be the least of your worries. Information competency is the result of the people you have in place, the processes they follow, the culture of your firm, and many things other than technology. Don't start your journey toward CRM without reading this book!" Don Peppers, co-author, The One to One Fieldbook: The Complete Toolkit for Implementing a 1to1 Marketing Program (Doubleday, 1999) "Managing customer relationships is too important to be left to the technologists to figure out. McKean has nailed it when he forces you to consider and evaluate the other 'stuff' - people, processes, and culture, and, by the way, the data itself is awfully important." John Peterson, AT&T Vice President, Database Marketing "Gaining competitive advantage from information is not as much a technological challenge as it is about people, culture, and leadership. John illustrates and quantifies a better way to build an information advantage to serve both customers and shareholders." David Overton, Vice President, Merchandise Planning, Sears "Getting closer to customers is a business imperative - but it's all too easy to become seduced by the latest technology promises and consultancy mantras. John McKean offers an invaluable insight into the real drivers of success which organizations serious about CRM must put in place." Robert Wyllie BA (Hons)APMI, Group Database Marketing, Scottish Widows "The revolution in information technology is undermining many traditional business models and creating untold confusion. But in confusion lies opportunity. McKean shows how to see past the mesmerizing advances in computers and communications to create a coherent business strategy that draws on both technological and non-technological capabilities." Professor Erik Brynjolfsson, Director of the MIT Program on Electronic Commerce and Marketing, MIT Sloan School of Management "One of the greatest business challenges is not the mastery of new technologies, but the creation of a culture able to keep pace and grasp the opportunities these technologies present. This is nowhere better illustrated than in John McKean's pursuit and exploration of that enigma, the profitable customer, through his book Information Masters." Trevor Dukes, Business Systems, W H Smith "In the first decade of the new millennium, customer information competency will be understood as one of the great differentiators between 'great' and 'mediocre' organizations; John McKean's book identifies the characteristics of those organizations that possess customer information competency and he provides a roadmap for firms seeking to achieve it. For information-based organizations, reading this book will not only save needless expense, but it will help improve overall focus, marketing productivity, and profit." James Bauer, Vice President, National Consumer Services, Chase Manhattan Bank "McKean's landmark book offers the best insights I've seen into our biggest challenges for building profitable customer relationships in the digital age . the non-technological ones." Glen Kaiser, Director of Marketing and Information Systems, AT&T WorldNet
Author: Daniel D. Prior
Publisher: Taylor & Francis
ISBN: 100096583X
Category : Business & Economics
Languages : en
Pages : 445
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Book Description
This highly regarded textbook provides the definitive account of Customer Relationship Management (CRM) concepts, applications, and technologies, focusing on how companies can create and maintain mutually beneficial relationships with customers. Readers will gain a thorough understanding of the conceptual foundations of CRM, see CRM in practice through illustrative case examples and exercises, and understand how to organise customer data gathering, analysis, and presentation for decision making. The book achieves these outcomes by first considering strategic CRM before moving into operational CRM and, finally, onto analytical aspects of CRM. The fifth edition has been fully updated to include: A series of new case examples to illustrate CRM within various regional and industrial contexts, including those relevant to large, medium, and small enterprises A series of new exercises and discussion questions to help readers understand CRM concepts and to support pedagogical processes, particularly in higher education environments A greater emphasis on managerial applications of CRM through new content to help guide managers An updated account of new and emerging technologies relevant to CRM Expanded coverage of customer experience (CX), customer engagement (CE), and customer journey management (CJM) Customer Relationship Management is essential reading for advanced undergraduate and postgraduate students studying CRM, Sales Management, Customer Experience Management, and Relationship Marketing, as well as executives who oversee CRM functions. Online resources include an Instructor’s Manual, chapter-by-chapter PowerPoint slides, and a bank of exam questions.
Author: Dale Midgley
Publisher: John Wiley & Sons
ISBN: 0471724947
Category : Business & Economics
Languages : en
Pages : 193
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Book Description
A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The "golden circle" is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits.
Author: Adrian Payne
Publisher: Routledge
ISBN: 1136400176
Category : Business & Economics
Languages : en
Pages : 460
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Book Description
Customer Relationship Management is a holistic strategic approach to managing customer relationships to increase shareholder value, and this major Handbook of CRM gives complete coverage of the key concepts in this vital field. It is about achieving a total understanding of the concepts that underlie successful CRM rather than the plethora of systems that can be used to implement it. Based on recent knowledge, it is underpinned by: * Clear and comprehensive explanations of the key concepts in the field * Vignettes and full cases from major businesses internationally * Definitive references and notes to further sources of information on every aspect of CRM * Templates and audit advice for assessing your own CRM needs and targets The most lucid, comprehensive and important overview of the subject and an invaluable tool in enabling the connection of the major principles to the real world of business.
Author: David Taber
Publisher: Pearson Education
ISBN: 0131366106
Category : Computers
Languages : en
Pages : 950
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Book Description
Drive Better Productivity and Increase Saleswith Salesforce.com–Starting Now Discover Real-World Best Practices—Without Paying Expensive Consultants You’re investing in Salesforce.com for one reason: to drive major performance improvements across your entire organization. Salesforce.com® Secrets of Success will help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every aspect of Salesforce.com deployment, with results-focused best practices for every area of the organization touched by Salesforce.com, including sales, marketing, customer service, finance, legal, and IT. This is information you’d otherwise have to pay a consultant $300/hour to get...information you won’t find in any other book! Taber walks you through developing a comprehensive and effective implementation strategy, followed by tactics and specifics to overcome every challenge you face, including internal politics. Through this book and its companion Web site, www.SFDC-secrets.com, Taber provides questionnaires, step-by-step guides, and extensive resources–all part of the Revenue Overdrive™ system that gives your organization maximum results from Salesforce.com. Achieve higher end-customer satisfaction and dramatic sales productivity gains Use the SFA Maturity Model™ to assess readiness, fill gaps, and gain early, deep user adoption Overcome “people, product, and process” pitfalls that can limit the value of Salesforce.com Learn which tools, add-ons, features, and extensions are right for your implementation This book’s start-to-finish roadmap for success can be used by companies of all sizes in all industries–with specific chapters for executives, team leaders, implementation team members, developers, and users throughout the business.
