Business to Business Marketing: Creating a Community of CustomersBusiness to Business Marketing: Creating a Community of Customers is the first book to provide a comprehensive model for doing business in the new customer-focused environment and the practical guidance for implementing profitable, customer-driven marketing programs. |
Contents
A NEW MARKETING VISION | 1 |
THE ECONOMICS OF COMMUNITY | 33 |
ACQUIRING NEW CUSTOMERS | 245 |
Copyright | |
3 other sections not shown
Other editions - View all
Business to Business Marketing: Creating a Community of Customers Victor L. Hunter No preview available - 1997 |
Common terms and phrases
Bain & Company business-to-business marketing buyer group channel partner competitive complaints Contact Matrix contact media contact plan contact preferences cost cultivation current customers customer acquisition Customer Community Center customer contact customer loyalty customer needs customer relationships customer retention customer satisfaction customer service customer's database defectors deliver value developed direct mail Direct Marketing economic example existing customers external service values face-to-face contact Figure focus focused frequency functions grade Harvard Business Review Hewlett-Packard Hunter Business Direct identify increase John Goodman leverage Lexmark lifetime value marketing and sales measure medium operation percent potential problems product life cycle product or service profits prospects purchasing behavior qualified leads relationship marketing response revenue sales calls sales channel sales process salespeople salesperson satisfied selling Service-Profit Chain shows strategy survey target market target segment tion tomer Toshiba understand unfulfilled needs value-based contacts