Profitable Customers How to identify, develop and retain them Charles Wilson
Material type:
TextPublication details: London Kogan Page, 1998.Edition: 2nd edDescription: viii, 184 pages : illustrations ; 24 cmISBN: - 0749428252
- 9780749428259
- HF5415 .5
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Methodist University Library Main General Stacks | Reference | HF5415 .5 (Browse shelf(Opens below)) | Available | 20875 | |||||||||||||
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Books
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Methodist University Library Main General Stacks | Reference | HF5415 .5 (Browse shelf(Opens below)) | Available | 20873 | |||||||||||||
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Books
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Methodist University Library Main General Stacks | Reference | HF5415 .5 (Browse shelf(Opens below)) | Available | 20874 |
Includes index
Introduction 1
The customer base profit gap is widening 5
Is there a problem 37
Determining the value of the customer 41
Lock in core profit customers 55
Increasing income 79
Reduce the costs of interfacing with customers 111
Harness the technology 135
Fix unprofitable accounts 145
Manage the customer life stages 149
Make it happen 155
Preparing for the new era 165
Summary 169
Notes 173
Index 179
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