Marketing, Sales and Customer Management (MSC)

List of Figures

Fig. 1:	Framework of a holistic marketing, sales and customer management approach (B2B) (© Prof. Dr. R. Hofmaier).
Fig. 2:	Stages of systematic market segmentation and possibilities of business development based on “path” potentials (© Prof. Dr. R. Hofmaier).
Fig. 3:	(Detailed) market segmentation based on the analysis of key success factors (KSFs)/ critical success factors (CSFs) (© Prof. Dr. R. Hofmaier).
Fig. 4:	Segment-based positioning analysis (SPOS) to derive opportunities for improvement (© Prof. Dr. R. Hofmaier).
Fig. 5:	The “Eight-section potential matrix” or site strategy (business development) matrix (for B2B companies) (© Prof. Dr. R. Hofmaier).
Fig. 6:	SWOT matrix (strengths – weaknesses/opportunities ...