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

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

9783658281373 (electronic book)
3658281375 (electronic book)
9783658281366

Wiesbaden : Springer Gabler, 2020.

English

Preface in English and German.

1 online resource (xvii, 191 pages) : illustrations

10.1007/978-3-658-28

HF5415.5

658.8/12
658.81

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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Gabler Edition Wissenschaft. Kundenmanagement & Electronic Commerce.

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