Managing customers profitably
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Author
Publication
2008 - John Wiley & Sons, Chichester, England, England
Language
English
Word Count
96,000 words, Guess
Page Count
384 pages
Identifiers
- ISBN-100470060638
- ISBN-139780470060636
- Goodreads3415830
- Library of Congress Control Number2008038652
- Better World Books9780470060636
and 1 more
- Open LibraryOL22514922M
Classifications
- DDC658.8/12
- LCCHF5415.5 .R93 2008
- LCCHF5415.5
Description
This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the management strategies necessary to make and keep customers profitable. It includes easy-to-follow instructions on how to calculate customer profitability, including worked examples (non-technical) and discusses strategies and their applications for organizations to manage customers profitably. Based on cases and feedback from the KAM Club and other research, there will be many business-to-business as well as business-to-consumer examples. The book assumes some level of numeracy in its readership. The contents include: Assessing product costs, costs to serve and how these can be estimated, and how to deal with customer-specific overhead costs.
Subjects
Other Editions
- Managing customers profitably
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