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Unformatted text preview: st per Call: This is the sum of all costs for running the call center for the period
divided by the number of calls handled in the call center for the same period. This would
include all calls for all reasons whether handled by an agent or technology, such as IVR. © Copyright 2005 BenchmarkPortal, Inc. 198 This report is for internal Aspect use only. Distribution of this Report outside of Aspect is strictly forbidden. Glossary of Terms You can also just calculate the cost per call for agent-handled calls. The number of calls
received will be captured by the ACD. The total cost of the center can be obtained from
your accounting department.
Cross-Sell: A cross-sell occurs when an agent recognizes that the caller might be able to
use a product from the same company, but in a totally different product line within the
company. For instance, an agent at a banking call center who is opening a savings
account for a caller might recognize the advantage for the caller to purchase a CD from
the bank at a higher interest rate.
CTI: Computer-Telephony Integration refers to the linkage of a telephone switch (ACD,
PBX) and computer systems to enhance call processing. Common applications include
screen pop, simultaneous voice and data transfer, and IVR.
Customer Access Channels: Customer access channels are the multiple ways that
customers can reach out and contact a company. A few of the obvious access channels are
telephone, e-mail, fax, normal mail, kiosk, and face-to-face.
Customer Centric: Placing the wants and needs of the customer as the central focus of
all business practices within the firm. Seeing your business through the “eyes of the
Customer Lifetime Value: The imputed dollar revenues or profits (depending on
formula) generated by the customer for as long as the customer remains with the firm.
Customer Retention: Keeping a customer as opposed to losing the customer to the
competition. A percentage of this figure would be the tenure of the average customer with
the firm as computed by the sum of the time of all customers with the firm divided by the
number of customers.
Customer Satisfaction: This is a state of mind that a customer has about a company in
which their expectations have been met or exceeded over the lifetime of the product. This
leads to company loyalty and product repurchase.
Customer Share: The percent of those who purchase the item of interest from a given
firm. Computed as the number of customers who purchase the item from a given firm
divided by the numbers of customers who purchase the item from all firms combined.
Customer Value Segment: Customer value segmentation strives to segment customers
based on their financial value to the company. This value is usually based on a
combination of the total amount of money that a customer spends with the company, and
the profitability of that revenue stream. The best example would be the frequent flyer
programs that the airlines have. United, for instance, has the following value segments
with its freque...
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This note was uploaded on 02/22/2012 for the course CSR 309 taught by Professor Staff during the Fall '08 term at Purdue University-West Lafayette.
- Fall '08