Strategic Customer Care: An Evolutionary Approach to Increasing Customer Value and Profitability
Language: English
Published by Wiley, 2000
- Hardcover
- Used
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- Title
- Strategic Customer Care: An Evolutionary Approach to Increasing Customer Value and Profitability
- Author
- Brown, Stanley A.
- Publisher
- Wiley
- Publication year
- 2000
- Condition
- Fine
- Binding
- Hardback
- Language
- English
- ISBN 10
- 0471643424
- ISBN 13
- 9780471643425
- Item weight
- 590 grams
Most organizations today recognize the importance of improving customer care--the need to go beyond traditional customer service and truly manage customers as assets--but only about 6% apply its principles effectively. This book fully explains the three stages in the evolution of customer care. Readers will be guided through the process of acquiring customers, retaining them through segmentation and management of the relationship, and targeting their most significant marketing efforts to the most profitable segments.
* Shows companies how to identify where they are in their own evolutionary process
* Outlines successes and failures of companies, including Sears, CIBC, AT&T/Matrixx, Kodak, FedEx, and more
"Synopsis" may belong to another edition of this title.
About the Author
STANLEY A. BROWN is the Leader of the Pricewaterhouse Coopers International Centre of Excellence in Customer Care. Part of the Market and Customer Management Practice of Pricewaterhouse Coopers, the Centre works with organizations to enhance revenue and improve profitability through a focus on processes that touch the customer.
He is a frequent speaker on the topic of customer care, and writes regularly for newsletters and magazines, including Sales and Marketing Management and ICSA News. He is the author of four previous books: Breakthrough Customer Service: Best Practices of Leaders in Customer Support (Wiley, 1997), What Customers Value Most: How to Achieve Business Transformation by Focusing on Processes That Touch Your Customers (Wiley, 1995), Total Quality Service, and Creating the Service Culture.
"About the title" may belong to another edition of this title.
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