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Business Analytics for Sales and Marketing Managers : How to Compete in the Information Age/ Gert H.N. Laursen.
- Format:
- Book
- Author/Creator:
- Laursen, Gert H. N.
- Series:
- Wiley and SAS Business Series
- Wiley and SAS Business Series ; v.41
- Language:
- English
- Subjects (All):
- Consumers' preferences--Research.
- Consumers' preferences.
- Consumers--Research.
- Consumers.
- Business planning.
- Management information systems.
- Local Subjects:
- Business planning.
- Consumers--Research.
- Consumers' preferences--Research.
- Management information systems.
- Physical Description:
- 1 online resource (258 p.)
- Edition:
- 1st ed.
- Place of Publication:
- Chichester : Wiley, 2011.
- Summary:
- Expert guidance on information management for optimum customer intelligence processes Providing essential guidance for information management, this book helps you understand the basics of information management, how to design and launch customer intelligence campaigns, and optimize existing customer intelligence processes.How to align information management with company strategyExamines how to get, grow, and retain valuable customersDiscusses how to optimize existing customer intelligence processes Showing you how to make extensive use of data, statistical, and quan
- Contents:
- CONTENTS; Preface; Acknowledgments; Chapter 1: Introduction; Chapter 2: Identify What You Want to Achieve: The Menu on a Strategic Level; Chapter 3: Lead Information for Identifying Valuable Customers: The Recipe; Chapter 4: Lead Information: What You Need to Know before Launching New Acquisition Activities; Chapter 5: Lead Information: What You Need to Know before Launching New Sales Activities; Chapter 6: Lead Information for Customer Retention; Chapter 7: Working with Lag Information; Chapter 8: Working with Learning Information: The Recipe; Chapter 9: Case Study of a Retention Strategy
- About the AuthorIndex
- Notes:
- Description based upon print version of record.
- Includes bibliographical references and index.
- ISBN:
- 1-119-20067-9
- 1-283-05271-7
- 9786613052711
- 1-118-03036-2
- OCLC:
- 748213183
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