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ARTICLES
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Home page » Articles » Sales management articles
- Customer Relationship Management (CRM) - Everyone is talking about customer relationship management (CRM) as the new panacea. Yet it is an empty term until it is defined. Some
people define it as the application of technology to learning more
about each customer and being able to respond to them one-to-one.
Others don’t see it as a technology issue but rather a humane issue:
treating each customer with empathy and sensitivity. One cynic said
that CRM is an expensive way to learn what otherwise might... » read more
- Leadership - All managers should be leaders, but most are administrators. If you
are spending most of your time on budgets, organization charts,
costs, compliance, and detail, you are an administrator. To become a
leader, you need to spend more time with people, scanning opportunities,
developing a vision, and setting goals.
Your chief executive officer (CEO) should be the firm’s architect;
and your chief operating officer (COO) should be the firm’s engineer
who... » read more
- What is Database Marketing and How to Build a Customer Database - At the heart of CRM is database marketing. Your company needs to
develop separate databases on customers, employees, products, services,
suppliers, distributors, dealers, and retailers. The databases
make it easier for marketers to develop relevant offerings for individual
customers.
In building the customer database, you have to decide on what
information to collect.
• The most important information to capture is the transaction
histor... » read more
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