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Customer ManagementStrategies for Increasing Customer What is strategy?

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Customer ManagementStrategies for Increasing Customer ValueSelection Acquisition Retention Growth§  Understand segments& needs§  Capture knowledgeabout customers§  Screen unprofitablecustomers§  Target high-valuecustomers§  Strategic accounts§  Manage the brand§  Communicate valueproposition§  Customize massmarketing§  Acquire/convert leads§  Develop dealernetwork§  Premium customerservice§  „sole source“partnerships§  Service excellence§  Lifetime customers§  Expand, deepen, orredefine relationshipswith existing customers§  Become trustedadvisor & consultant§  Cross-selling§  Solution selling§  Partnering/ integratedmanagement§  Customer education§  Integrate with thecustomer‘s value chainto deliver solutionsVersion 3.2 March 201166 © Marc Sniukas

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