Which Customers Pay?: Predicting Value Pre and Post Sales (Kundenmanagement & Electronic Commerce) - Softcover

Beirau, David

Softcover

ISBN 10: 3658281367 ISBN 13: 9783658281366

Verlag: Springer Gabler, 2019

Inhaltsangabe

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.

Über diesen Titel

Über die Autorin bzw. den Autor

David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

Von der hinteren Coverseite

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.

 Contents

• Customer Relationship Management

• Organizational Buying

• Relationship Value

• Reasoning of Customers to Provide Value

• Study 1: Opportunity Management

• Study 2: Value Management

• Limitations and Managerial Implications

Target Groups

• Researchers in the field of customer relationship management, sales management, and marketing management

• Sales manager, marketing manager, and sales representatives

 The Author

David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

Details zur Ausgabe

• Verlag: Springer Gabler
• Erscheinungsdatum: 2019
• Sprache: Englisch
• ISBN 10: 3658281367
• ISBN 13: 9783658281366
• Einband: Taschenbuch
• Auflage: 1
• Anzahl der Seiten: 212
• Kontakt zum Hersteller: Springer Nature Customer Service Center GmbH; ProductSafety@springernature.com; ; Europaplatz 3; Heidelberg; 69115; Deutschland