Angel Customers & Demon Customers

60 2.3折 261.2 九五品

仅1件

山东青岛

认证卖家担保交易快速发货售后保障

作者Larry、Geoffrey Colvin 著

出版社penguin

出版时间2003-06

装帧精装

上书时间2023-12-21

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【内容简介】: Howbusinessescanthrivebylearningwhichcustomersarecreatingthemostprofit-andwhicharelosingthemmoney.

Oneoftheoldestmythsinbusinessisthateverycustomerisavaluablecustomer.Evenintheageofhigh-techdatacollection,manybusinessesdon'trealizethatsomeoftheircustomersaredeeplyunprofitable,andthatsimplydoingbusinesswiththemiscostingthemmoney.Inmanyplaces,it'stypicalthatthetop20percentofcustomersaregeneratingalmostalltheprofitwhilethebottom20percentareactuallydestroyingvalue.Managersaremissingtremendousopportunitiesiftheyarenotawarewhichoftheircustomersaretrulyprofitableandwhicharenot.

AccordingtoLarrySeldenandGeoffColvin,thereisawaytofixthisproblem:manageyourbusinessnotasacollectionofproductsandservicesbutasacustomerportfolio.SeldenandColvinshowreadershowtoanalyzecustomerdatatounderstandhowyoucangetthemostoutofyourmostcriticalcustomersegments.Theauthorsrevealhowsomecompanies(suchasBestBuyandFidelityInvestments)havealreadymovedinthisdirection,andwhatcustomer-centricstrategiesarelikelytobecomewidespreadinthecomingyears.

Forcorporateleaders,middlemanagers,orsmallbusinessowners,thisbookoffersabreakthroughplantodelighttheirbestcustomersanddriveshareownervalue.

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