TAILIEUCHUNG - Customer Relationship Management - A Databased Approach

Customer 3 has the highest SCR. Therefore, ABC Computers should identify customer 3 and target more of their marketing efforts (mailers, advertisements etc.) towards customer 3 Also, customer 3’s size-of-wallet (column A), is the largest. Important measure of customer loyalty; however, SW is unable to provide a clear indication of future revenues and profits that can be expected from a customer. | Customer Relationship Management A Databased Approach V. Kumar Werner J. Reinartz Instructor’s Presentation Slides Chapter Six Customer Value Metrics: Concepts and Practices Topics Discussed Popular Customer-based Value Metrics Strategic Customer-based Value Metrics Popular Customer Selection Strategies Lift charts Cases Customer Based Value Metrics Customer based value metrics Popular Strategic RFM Past Customer Value LTV Metrics Size Of Wallet Transition Matrix Share of Category Reqt. Share of Wallet Customer Equity Size-of-Wallet Size-of-wallet ($) of customer in a category = Sj Where: Sj = sales to the focal customer by the firm j j = firm, = summation of value of sales made by all the J firms that sell a category of products to the focal customer Information source: Primary market research Evaluation: Critical measure for customer-centric organizations based on the assumption that a large wallet size indicates more revenues and profits Example: A consumer might spend an average .

• Quản trị kinh doanh
• business
• marketing
• business management
• sales skills
• managing customer relationships
• CRM
• PR techniques
• using the Internet to business and business in marketing
• business skills
• art sales
• art marketing
• business administration industry
• business school
• school enrichment
• ad sales
• book business
• business books today
• personnel management
• currency trading
• multi level business
• MLM business administration
• Introduction to business
• Business systems
• Environment of business
• Business enterprise
• Business essentials
• International business
• International business management
• oriented business
• online business
• business planning
• knowledge economy
• transport
• Dynamic business law
• Business law
• Legal environment of business
• Business organizations
• Business community
• Business crime
• Business environment
• Technological environment
• Conducting business ethically
• Business intelligence
• Lecture Business intelligence
• Technologies enabling business intelligence
• Business intelligence tools
• Development of business intelligence
• Business intelligence solutions
• Business plan
• Financing small business
• business organization
• business manager
• business language
• business skill
• business experience
• Business driven technology
• Lecture Business driven technology
• Technology plug in
• Business plug ins
• Business process
• Business process improvement
• Thinking about starting business
• Starting business
• Creating a business
• Incorporate business
• Right business structure
• Business success check list
• Designing business plan
• Lecture Designing business plan
• Introduction to Business plan
• What is Business plan
• The Business plan
• A plan must pass three tests
• Key elements of a Business plan
• Lecture Dynamic business law
• Classification of law
• Criminal law
• Business ethics
• Primary values
• Business communication design
• Business communication
• Lecture Business communication design
• Business writing design
• Writing process
• Business writing style
• Managing human resource
• Risk management
• Small business industries
• Contemporary global economy
• Managing human resources
• Labor relations
• Decision making hierarchy
• Informal organization