Managing Customers Profitably
As a global business manager for one of the world's largest professional information networks, my single biggest mission is building relationships with senior executives that will endure and profit both sides for 10 years or more. The brand is their endorsement of our life time value. Lynette Ryals provides thought-provoking tools, ideas and real-world cases of how to manage the trade offs between the financial relational and strategic value of one's customers. This is a compelling read for anyone who wants to implement change around the true value of your most important business asset - your customer base. -Nandini Basuthakur, Executive Dire…
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Produktdetails
- ISBN: 978-0-470-74236-5
- EAN: 9780470742365
- Produktnummer: 13809556
- Verlag: Wiley
- Sprache: Englisch
- Erscheinungsjahr: 2009
- Seitenangabe: 384 S.
- Plattform: PDF
- Masse: 4'340 KB
Über den Autor
Lynette Ryals MA (Oxon) MBA PhD FSIP Professor of Strategic Sales and Account Management, Cranfield School of Management Lynette has an MA from Oxford, an MBA from International Management Centres (Europe) and a PhD from Cranfield School of Management, where she is Professor of Strategic Sales and Account Management. She is a Registered representative of the London Stock Exchange and is a Fellow of the Society of Investment Professionals. Currently, she is the Director of Cranfield's Key Account Management Best Practice research Club, Director of the Demand Chain Management Community, and a member of the school of Management's governing Executive Board. She is the author of three previous books and a series of highly-regarded academic and managerial papers and reports. Her PhD on the profitable management of customer relationships resulted in a 270% performance improvement for one of the participating organisations.
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