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Accelerating Customer Relationships
Preface Corporations that achieve high customer retention and high customer profitability aim for: The right product (or service), to the right customer, at the right price, at the right time, through the right channel, to satisfy the customer's need or desire. Information Technology—in the form of sophisticated databases fed by electronic commerce, point-of-sale devices, ATMs, and other customer touch points—is changing the roles of marketing and managing customers. Information and knowledge bases abound and are being leveraged to drive new profitability and manage changing relationships with customers. The creation of knowledge bases, sometimes called data warehouses or Info-Structures...
Supply Chain Sustainability and Raw Material Management: Concepts and Processes
Many organizations find supply chain management an essential prerequisite to building a sustainable competitive edge for their services or products. While interest in SCM is enormous, lack of theoretical frameworks and real world applications often characterizes research in the field, and effective management of the supply chain remains elusive. Supply Chain Sustainability and Raw Material Management: Concepts and Processes is a comprehensive and up-to-date resource for operations researchers, management scientists, industrial engineers, and other business practitioners and specialists looking for systemic and advanced discussions of supply chain management. By presenting qualitative concepts, quantitative models, and case studies, this book is a coherent guide to creating long-term and sustainable performance for organizations who want to compete in the global market.
Managing Customer Relationships
In today’s competitive marketplace, customer relationshipmanagement is critical to a company’s profitability andlong-term success. To become more customer focused, skilledmanagers, IT professionals and marketing executives must understandhow to build profitable relationships with each customer and tomake managerial decisions every day designed to increase the valueof a company by making managerial decisions that will grow thevalue of the customer base. The goal is to build long-termrelationships with customers and generate increased customerloyalty and higher margins. In Managing Customer Relationships, DonPeppers and Martha Rogers, credited with founding thecustomer-relationship revolut...
Supply Chain Management: Concepts, Methodologies, Tools, and Applications
In order to keep up with the constant changes in technology, business have adopted supply chain management to improve competitive strategies on a strategic and operational level. Supply Chain Management: Concepts, Methodologies, Tools, and Applications is a reference collection which highlights the major concepts and issues in the application and advancement of supply chain management. Including research from leading scholars, this resource will be useful for academics, students, and practitioners interested in the continuous study of supply chain management and its influences.
Contemporary Selling
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationsh...
Sales Force Management
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR C...
The Tale of Technology
The Tale of Technology is an important source in the context of understanding the evolving landscape of information technology (IT). The book is easy to understand and is a valuable source of information for individuals and entities engaged in or exploring the technology industry. The significance of this book is rooted in 2 main trends: a careful examination of current IT trends and an exploration of emerging technologies pushing to reshape the IT sector in the next 10 years. It is a must-have on the shelves for Aspiring Individuals: The book is relevant for anyone with the ambition to embark on a business journey within the technology industry. Serves as a foundation guide for those consid...
