Great Customer Marketing Bible

Author: Lin Jian'an
Publisher:
Publish Date: 2003-11-01
Features: Editor's Recommendation: A Series on Modern Marketing Models and Techniques. Emphasizing large clients equals creating most of a company's revenue. The famous "80/20 rule" in the business world states that 80% of a company's profits come from 20% of its valuable customers. This principle reveals that large clients generate most of a company's revenue. In other words, managing 20% of large clients effectively will allow you to earn 80% of the money. How to find large clients, how to identify them, how to manage large client relationships, and how to provide services for large clients—this book will open your eyes to these insights! The book covers twelve chapters, including customer relationships, marketing processes, analyzing large client sales, identifying and positioning large clients, selecting plans for large client sales, and decoding large client business strategies.