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- Moving from Selling to Account Management
- To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and understanding the customer's whole business. Account managers have two important roles—account support and account development. Successful account management requires a wide...
- Articles 2007-10-19
- Improving Customer Loyalty
- Retaining customer loyalty is vital to the long-term success and profitability of your business. With industry consolidation, increasing competition, and changes in the marketplace, you need to work harder than ever to maintain a strong customer base. Improving customer loyalty is an essential element in customer retention. What You...
- Articles 2007-10-10
- What's Your Network Building Philosophy?
- When a give to get thinking pervades your entire business thinking you begin to approach customer relationships by asking "What am I here to give" or "How can I serve" as opposed to "What can I sell." You begin to look for and develop strategic partner relationships with a view...
- White papers 2009-06-19
- Company And Marketing Strategy: Partnering To Build Customer Relationships
- This presentation explains company and marketing strategy with partnering to build customer relationships.
- Presentations 2007-01-01
- Marketing: Managing Profitable Customer Relationships
- This presentation explains managing profitable customer relationships in marketing.
- Presentations 2007-01-01
- What CRM Can Do For Your Business
- Small business has always been about customer relationships - about knowing names, knowing preferences and offering the kind of friendly service that keeps customers coming back. But as a business grows, that ability to relate on a personal level to each and every customer becomes more of a struggle. The...
- White papers
- CRM: Keeping Customers Loyal
- Customers are now in charge. Thanks to the growth of the Web, it is easier than ever to comparison shop and switch from one business to another with the click of a mouse. However, research has found that in the online market, customers yearn for trustworthiness more than ever. Customer...
- White papers
- Sustaining Profitable Customer Relationships Requires Real Leadership
- Would-be customer-focused companies often invest in customer relationship technology, only to find that incremental top-line growth and more profitable customer relationships remain elusive. Poor technology choice or poor project implementations are often blamed. Customer-service culture transformation - and the leadership needed from the CEO and a Chief Customer Officer to...
- White papers 2004-11-01
- Customer Marketing Organization: The Key To Turbocharging Customer Marketing Performance
- Stronger customer relationships have grown increasingly vital to the strategy of companies vying for competitive advantage in complex multi-channel marketplace. Many proactive players, acknowledging the need for a greater focus on strengthening customer relationships, have invested millions of dollars in the databases and technology required to support a customer-centric approach....
- White papers 2001-06-01
- Superior Customer Relationships: Best Practices of Eastman Kodak Co., Medrad Inc, and Fidelity Investment Services
- Most organizations in a given marketplace want close customer relationships and pursue these relationships using advanced technologies, refined and aligned processes, and well-trained people. Unfortunately, competitors often wanting the same customers seek them with similar intensity and tactics. Competition affects industry profitability, and competitive advantage is the...
- White papers
- Do You Know Your Customers - By Name?
- Experts suggest that building customer relationship is not easy. However, even if it is easy, it is hard to maintain customer relationships. Most business organizations emphasize on making customers, but very few make an effort to really know them and make an everlasting impression. Companies must focus on building loyal...
- White papers 2003-04-21
- Brand Management Competency: Competitive Advantage Through Customer Relationships
- From the executive summary: ‘Its no surprise that today's volatile economy contains many contradictions. In the face of tremendous pressure to produce short-term results, many executives have come to value activities that yield long-term advantages. They are embracing the notion of sustaining customer relationships beyond the initial transactions. Executives and...
- White papers 2003-01-01
- Customer Relationship Automation: A Viable Business Objective Or An Oxymoron?
- Customer relationship management refers to technology and business systems that together automate the management of customer relationships. But before applying CRM one should consider whether or not it's actually possible to automate the management of customer relationships. If customer relationship automation is, in fact, a viable business objective, it would...
- White papers 2003-01-01
Additional Resources
- SAP, Degussa Team. (IT in Brief).(Degussa AG will deploy customer relationship management pilot using mySAP Customer Relationship Management )
- SAG AG reports that Degussa AG will deploy a customer relationship management pilot using mySAP Customer Relationship Management mySAP CRM. The implementation of mySAP CRM will be supported by IBM ... SAG AG reports that Degussa AG will deploy a customer relationship management pilot...
- Research articles 2003-03-24
- SAP teams with degussa...and links with Rohm and Haas. (IT in Brief).(SAG AG rsays Degussa AG to deploy customer relationship management pilot using mySAP Customer Relationship Management )(Brief Article)
- SAG AG reports that Degussa AG will deploy a customer relationship management CRM pilot using mySAP Customer Relationship Management mySAP CRM. The implementation of mySAP CRM will be supported by ... SAG AG reports that Degussa AG will deploy a customer relationship management CRM...
- Research articles 2003-03-31
- First Union tackles CRM with CRMs.(customer relationship management, Customer Relationship Managers)(Statistical Data Included)
- First Union Corporation has embraced the customer relationship management CRM theme, and employs Customer Relationship Managers at many of its 2,300 branches. The CRM philosophy, and the requirements of this position, are discussed.First Union Corporation has embraced the customer relationship management CRM theme, and employs Customer Relationship Managers at many...
- Research articles 1999-10-01
- Enterprise-Wide Customer Relationship Management
- Article enumerates the concept of enterprise-wide customer relationship management which is useful for developing marketing strategies or for strategic formulation. Customer relationship management is a business concept as old as business itself. For a small business servicing less than a thousand or so customers, it is feasible to build and...
- White papers 2000-05-01
- CRM For Beginners - Customer Relationship Management Basics
- In order to maintain a successful business, the business must understand and maintain a positive relationship with its customers. Customer Relationship Management CRM is the process of bringing the customer and the company closer together. There are many different areas in which Customer Relationship Management can be implemented. The goal...
- White papers 2007-01-01
- Customer Relationship Management for a Higher Level of Customer Service
- For businesses large and small, their profitability and success depends upon customer retention, customer relationship enhancements and customer acquisition. This is often known as Customer Relationship Management or CRM. CRM is the managing of all business and interactions with customers. The main purpose of Customer Relationship Management is to allow...
- White papers
- Andrew Corporation: The mySAP Customer Relationship Management Application Unifies Customer Tracking and Sales Pipelines
- After acquiring eight companies, Andrew Corporation found itself with disparate customer-tracking systems that couldn't communicate with each other and didn't provide a global view of the sales pipeline. This case study highlights the reasons Andrew implemented the mySAP Customer Relationship Management application to address these and other customer-tracking problems. See...
- Case studies 2006-03-01
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