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Implementing SAP® CRM
book

Implementing SAP® CRM

by Vivek Kale
December 2014
Intermediate to advanced content levelIntermediate to advanced
513 pages
18h 48m
English
Auerbach Publications
Content preview from Implementing SAP® CRM
The Relationship-Based Enterprise43
Customized Relationship Marketing recommends that companies identify their most valuable
customers (MVCs) and then have a close relationship with them. Many companies may use ABC
analysis (e.g., identify the top 20% of customers who account for 80% of sales) to identify their
MVCs. However, this maybe a misguided eort because, this being a lag measure, this would
lead to concentration of eorts on customers, who although are currently contributing to the
protability of the company may not necessarily have a long-term prot potential. e best way of
assessing the long-term prot potential of customers is ...
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Publisher Resources

ISBN: 9781482231427