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Description of  Strategic Customer Planning, 2006 Update (Hawksmere Report)

1854183885 PDF English | 2006 | pages: 298 | ISBN: 1854183885 | PDF | 1,1 mb This report guides you through the myriad challenges faced by industrial, consumer product and service companies in today's uncertain world. Each chapter explores a different part of the strategic customer planning process, explaining the methodology and planning techniques and structures, using examples, formats and checklists to help you implement key account plans. In particular: - Learn how to analyze the threats and take advantage of the opportunities emerging from key new markets such as India and China. - Learn how to deliver additional value to justify price differentials. - Explore the effective steering of customer relationships and use of CRM systems. Strategic Customer Planning is very much a "how to" Report, providing you with the tools to compile a plan tailored to your organization's specific requirements. Charts, checklists and diagrams all smooth the process. This report will help you master: - The crucial steps of key account planning - The keys to analyzing customer relationships - The special techniques of bonding mechanisms - The latest technologies for competitive strategic development - New developments in CRM systems.