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Which customers pay?predicting value...

Beirau, David.

Which customers pay?predicting value pre and post sales /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Which customers pay?by David Beirau.
Reminder of title:	predicting value pre and post sales /
Author:	Beirau, David.
Published:	Wiesbaden :Springer Fachmedien Wiesbaden :2020.
Description:	xvii, 191 p. :ill., digital ;24 cm.
Contained By:	Springer eBooks
Subject:	Customer relationsManagement.
Online resource:	https://doi.org/10.1007/978-3-658-28137-3
ISBN:	9783658281373$q(electronic bk.)

Which customers pay?predicting value pre and post sales /
Beirau, David.

Which customers pay?predicting value pre and post sales /[electronic resource] :by David Beirau. - Wiesbaden :Springer Fachmedien Wiesbaden :2020. - xvii, 191 p. :ill., digital ;24 cm. - Kundenmanagement & electronic commerce,2627-3233. - Kundenmanagement & electronic commerce..

Customer Relationship Management -- Organizational Buying -- Relationship Value -- Reasoning of Customers to Provide Value -- Study 1: Opportunity Management -- Study 2: Value Management -- Limitations and Managerial Implications.

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained. Contents Customer Relationship Management Organizational Buying Relationship Value Reasoning of Customers to Provide Value Study 1: Opportunity Management Study 2: Value Management Limitations and Managerial Implications Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

ISBN: 9783658281373$q(electronic bk.)

Standard No.: 10.1007/978-3-658-28137-3doiSubjects--Topical Terms:

202165
Customer relations
--Management.

LC Class. No.: HF5415.5

Dewey Class. No.: 658.812

Which customers pay?predicting value pre and post sales /
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505 0 $a Customer Relationship Management -- Organizational Buying -- Relationship Value -- Reasoning of Customers to Provide Value -- Study 1: Opportunity Management -- Study 2: Value Management -- Limitations and Managerial Implications.
520 $a The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained. Contents Customer Relationship Management Organizational Buying Relationship Value Reasoning of Customers to Provide Value Study 1: Opportunity Management Study 2: Value Management Limitations and Managerial Implications Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.
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