Chapter one Intro to relationship selling

Chapter one Intro to relationship selling - Chapter one...

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Chapter one Intro to relationship selling Vocabulary Value - represents the net bundle of benefits the customer derives from the product you are selling. AKA value proposition Customer loyalty - is giving you customers many reasons not to switch to competitors. Relationship selling - the goal to secure, build, and maintain long term relationships with profitable customers. Customer relationship management (CRM)- refers to an organization wide customer focuses that uses advanced technology to maximize the firm’s ability to add value to customers and develop long term relationships. Customer-centric - puts the customer at the center of everything that happens! Customer orientation - is firms that have a high level of customer-centric. Customer mindset -is one way to exhibit a customer orientation. Maybe defined as a salesperson’s belief that understanding and satisfying customers are first priority. Return on customer investment - how much time, money, and other resources are invested in a customer divided by how much the company earns from the customers purchases. Lifetime value of a customer-
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This note was uploaded on 01/18/2011 for the course BUS 201 taught by Professor Marybethwhite during the Spring '08 term at University of South Florida.

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Chapter one Intro to relationship selling - Chapter one...

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