Sales management involves planning, directing, and controlling personal selling activities including recruiting, training, and motivating salespeople. An effective sales organization strives to achieve goals through formal and informal relationships between individuals. Sales management uses various analyses including sales, costs, and productivity to evaluate organizational effectiveness. Sales forecasts, budgets, quotas, and manpower planning are important tools to achieve objectives and coordinate activities. Proper time and territory management can improve salesforce productivity.
The document provides definitions and descriptions of various sales and customer relationship management concepts. It defines CRM, knowledge, skills and abilities (KSA), sales analysis, creating demand sales jobs, sales force audits, sales force automation (SFA), prospecting, budgeting approaches, knowing customers, competitors, and companies (CCC), selling processes, sales force composites, missionary salespeople, moving averages, cross selling, test marketing, sales situations, qualitative and quantitative sales forecasting approaches, pre-sales reports, services selling, time series analysis, and industrial selling. It also provides a more detailed description and objectives of sales force audits.
1) Customer relationship management (CRM) is a strategy that places customers at the center of a business to foster mutually beneficial relationships. It requires understanding key CRM concepts and best practices.
2) Calculating a customer's lifetime value allows businesses to segment customers, focus on the most profitable, and tailor offerings. However, each customer desires unique relationship styles so one approach does not fit all.
3) Businesses can increase customer lifetime value by reducing defection rates through personalized service, strengthening relationships, and cross-selling/up-selling additional products. The goal is satisfying customers so they remain loyal and generate future profits.
1) A customer profitability analysis evaluates the costs and revenues assigned to segments of a company's customer base. It focuses on determining which customers are profitable versus unprofitable.
2) The general approach involves segmenting customers, calculating the revenue and costs attributable to each segment using activity-based costing, and then analyzing the profitable versus unprofitable segments.
3) A case study showed an insurance company used customer profitability analysis to identify that recently retired customers were unprofitable for a certain policy, so it adjusted agent commissions to discourage selling to that segment.
Marketing analytics is the study of consumer data to evaluate marketing performance and optimize campaigns. It involves collecting, cleaning, and analyzing consumer data using statistical techniques to understand consumer behavior, refine marketing strategies, and predict future trends. Marketing analytics helps target consumers based on their interests and serve them the right messages at the right time through the right channels. It evaluates past marketing performance, reports on previous campaigns, and predicts future trends to improve marketing plans.
The document discusses management of sales territories and quotas. It describes how companies design sales territories by dividing geographic areas into regions assigned to individual salespeople. Territories are designed to maximize customer coverage and evaluate salesforce performance. Quotas set sales goals for territories to motivate salespeople and control performance. Companies use various methods like analyzing past sales, territory potential, and executive judgement to set realistic quotas.
Sales management involves planning, directing, and controlling personal selling activities including recruiting, training, and motivating salespeople. An effective sales organization strives to achieve goals through formal and informal relationships between individuals. Sales management uses various analyses including sales, costs, and productivity to evaluate organizational effectiveness. Sales forecasts, budgets, quotas, and manpower planning are important tools to achieve objectives and coordinate activities. Proper time and territory management can improve salesforce productivity.
The document provides definitions and descriptions of various sales and customer relationship management concepts. It defines CRM, knowledge, skills and abilities (KSA), sales analysis, creating demand sales jobs, sales force audits, sales force automation (SFA), prospecting, budgeting approaches, knowing customers, competitors, and companies (CCC), selling processes, sales force composites, missionary salespeople, moving averages, cross selling, test marketing, sales situations, qualitative and quantitative sales forecasting approaches, pre-sales reports, services selling, time series analysis, and industrial selling. It also provides a more detailed description and objectives of sales force audits.
1) Customer relationship management (CRM) is a strategy that places customers at the center of a business to foster mutually beneficial relationships. It requires understanding key CRM concepts and best practices.
2) Calculating a customer's lifetime value allows businesses to segment customers, focus on the most profitable, and tailor offerings. However, each customer desires unique relationship styles so one approach does not fit all.
3) Businesses can increase customer lifetime value by reducing defection rates through personalized service, strengthening relationships, and cross-selling/up-selling additional products. The goal is satisfying customers so they remain loyal and generate future profits.
1) A customer profitability analysis evaluates the costs and revenues assigned to segments of a company's customer base. It focuses on determining which customers are profitable versus unprofitable.
2) The general approach involves segmenting customers, calculating the revenue and costs attributable to each segment using activity-based costing, and then analyzing the profitable versus unprofitable segments.
3) A case study showed an insurance company used customer profitability analysis to identify that recently retired customers were unprofitable for a certain policy, so it adjusted agent commissions to discourage selling to that segment.
Marketing analytics is the study of consumer data to evaluate marketing performance and optimize campaigns. It involves collecting, cleaning, and analyzing consumer data using statistical techniques to understand consumer behavior, refine marketing strategies, and predict future trends. Marketing analytics helps target consumers based on their interests and serve them the right messages at the right time through the right channels. It evaluates past marketing performance, reports on previous campaigns, and predicts future trends to improve marketing plans.
The document discusses management of sales territories and quotas. It describes how companies design sales territories by dividing geographic areas into regions assigned to individual salespeople. Territories are designed to maximize customer coverage and evaluate salesforce performance. Quotas set sales goals for territories to motivate salespeople and control performance. Companies use various methods like analyzing past sales, territory potential, and executive judgement to set realistic quotas.
The document discusses sales territories and sales quotas. It defines a sales territory as a geographical area assigned to a salesperson or team to target customers. Sales quotas set targets for salespeople to achieve within a given period. There are different methods for setting quotas based on factors like sales forecasts, sales potential, and salesperson input. Setting achievable but challenging quotas can motivate salespeople to help meet company sales goals.
This document discusses market segmentation strategies. It defines segmentation as identifying customer groups that respond differently to offerings. A successful segmentation strategy couples identified segments with tailored offerings. Key factors for evaluating segmentation strategies are whether a competitive offering can be developed and maintained for the target segment, and if the resulting business is worthwhile given investment costs. Successful segmentation creates a dominant market position that is difficult for competitors to challenge. The document then provides examples of segmenting by customer characteristics like demographics, and product-related factors like usage and benefits sought. It stresses the importance of developing profiles for identified segments.
- The statement of cash flows provides important information about a business' growth, how it utilizes funds, and enables more informed decisions regarding daily operations. It highlights strong management and financial stability, and can entice new investors.
- Customers are important, so companies focus on superior quality products compared to competition, strong local and international brands, developing new products to meet evolving needs, ensuring excellent customer service through direct interaction and surveys, and ongoing customer data analysis.
This document defines and describes various concepts related to sales and marketing. It provides definitions for key terms including sales call allocation grid, sales quota, adaptive selling, AIDA, trail close, sales lead, sales potential, prospect pool, stimulus response, sales forecasting, market demand, Delphi method, top down approach, sales force automation, sales routing, sales leakage, order taker vs technical sales, consultative selling, and expert opinion. The document aims to concisely explain each of these important sales and marketing concepts.
This document discusses various techniques for controlling a sales force, including setting sales budgets, quotas, and territories. It describes how to establish sales territories by analyzing workloads, determining basic territories, assigning salespeople, and establishing customer contact plans. Metrics for assessing sales performance such as revenue, profit, call frequency, and account penetration are also outlined. The goals of sales control are to optimize sales, maximize profit, and control revenue through establishing standards, procedures, training, monitoring performance, and taking corrective actions.
The document discusses marketing management and the marketing process. It can be summarized as follows:
1. Marketing management involves choosing target markets and building profitable relationships with customers through delivering superior customer value and satisfaction. It is about customer management and demand management.
2. The marketing process involves identifying customer needs and wants, developing products to meet those needs, determining value and pricing, facilitating exchange and transactions, and building relationships.
3. An effective marketing strategy involves market segmentation, targeting specific segments, differentiating products and services for those segments, and developing an integrated marketing mix to meet customer needs in each segment.
This document discusses sales forecasting, budgeting, and control. It begins by explaining the importance of sales forecasting for setting sales quotas and budgets. Sales forecasts estimate projected sales and are used to allocate resources to achieve sales objectives. Quotas set goals for sales units like individuals or territories and are used for motivation, evaluation, and incentive compensation. Budgets are financial plans to achieve forecasts and control expenditures. The document then discusses various methods for sales forecasting, setting quotas, and preparing budgets. It also covers flexibility in budgets and different methods of sales control like analysis and audits. The key aspects covered are the importance of forecasts and budgets for planning, and the use of quotas for goals, evaluation, and incentives.
The document provides guidance on how to write an effective marketing plan in 3 stages:
1) Research and planning to understand customers and opportunities.
2) Developing objectives and strategies to exploit opportunities identified in stage 1.
3) Determining actions, measurements, and controls to implement strategies and track success.
The plan should be a written document that provides direction and is referred to throughout the year.
Microsoft Word - Customer Centric Sales Strategies - William SurmonWilliam Surmon
Cross selling is an important strategy for growing revenue, but should be done responsibly based on customer insights. A thorough analysis of the customer base can identify opportunities for profitable cross selling by segmenting customers based on factors like life stage, income, and existing product holdings. The potential for cross selling and increasing product usage can then be determined for each segment. This helps ensure customers are offered additional products they can benefit from and afford. Tracking attrition also provides insights to improve the customer experience.
This document outlines the sections and topics to be addressed in a business plan's economics and marketing sections. For the economics section, it describes analyzing a business's revenue drivers, profit margins, fixed and variable costs, breakeven point, and economic model. The marketing section summary includes developing an overall marketing strategy, pricing approach, sales tactics, advertising and promotion plan, customer service approach, and distribution channels. Key elements are identifying target customers, differentiating the product or service, setting competitive prices, building sales teams or partnerships, and creating an advertising budget and public relations strategy.
This document provides an outline for the contents of an effective marketing plan. It details sections that should be included such as the executive summary, company background, market analysis, marketing strategy, and financial projections. The marketing plan outline provides guidance on what to include in each section, such as sales and profit objectives in the goals and objectives section, and strengths, weaknesses, opportunities, and threats in the SWOT analysis. The document emphasizes that an effective marketing plan is backed by market research and shows how the strategies outlined will help the business meet its goals.
The document discusses strategies for developing a new product business model and business plan. It outlines several potential revenue models such as advertising, sponsorship, donations, rentals, and subscriptions. It emphasizes that the business model must allow the product to generate sustainable revenue. The business plan should include an opportunity statement, market analysis, financial forecasts, and competitive strategies to bring the product idea to life and guide its development and marketing. The plan helps specify the details needed to implement the chosen business model successfully.
The document discusses customer relationship management (CRM), describing it as a customer-centric business strategy aimed at maximizing profitability, revenue, and customer satisfaction. It contrasts traditional CRM, which is sales-focused, with modern CRM, which satisfies all customer needs. CRM is important because customers are the main source of income and provide valuable information; retaining existing customers costs less than acquiring new ones. CRM uses information technology like data mining to learn about customers and increase sales and customer loyalty.
Symptoms of a Billing and Payment Problemjwchitwood
If your business is not harnessing the power of customer transaction data to optimize sales, marketing, product development, and customer service, it is likely that you have a Billing and Payments Problem. This paper identifies the warning signs of a potential billing and payment problem and clarifies the cost-drivers and business growth opportunities that suggest the need for a billing and payment solution.
This document discusses key aspects of sales management including sales information systems, planning, forecasting, and budgeting. It focuses on using data from information systems like data warehouses and data mining to answer important sales questions and inform planning. Sales forecasting involves macro and micro approaches to predict future sales based on past data and customer insights. Sales budgets are developed based on forecasts and allocate resources to achieve sales targets through selling expenses and administrative costs.
Marketelligent Capabilities & Offerings for Sales AnalyticsMarketelligent
The document summarizes Marketelligent's capabilities in sales analytics for consumer packaged goods (CPG) companies. It provides examples of how Marketelligent helps clients track sales performance, identify drivers of share loss, and conduct pricing simulations. Marketelligent also offers forecasting, trade promotion optimization, market mix modeling, and SKU rationalization to improve business decisions. The management team descriptions suggest Marketelligent provides data-driven consulting services to consumer industries globally.
Case Studies - Customer & Marketing Analytics for Retail Gurmit Combo
The document discusses three case studies involving customer intelligence and marketing effectiveness services:
1. A luxury retailer case study where customer segmentation and profiling identified their most valuable customers to focus relationship management efforts.
2. A technology company case study where product association analysis and scoring identified accounts likely to purchase docking stations for targeted cross-selling.
3. A CPG company case study where regression modeling decomposed the impact of price, promotion, competition and cross-category effects on sales volumes, revealing promotion strategy optimizations.
1) The document discusses how data mining techniques can be used in the retail industry to extract useful patterns and insights from large customer transaction databases.
2) Specific applications discussed include customer segmentation, campaign effectiveness analysis, customer lifetime value analysis, cross-selling opportunities, demand forecasting, inventory management, and market basket analysis.
3) By analyzing customer purchase histories and product sales data, retailers can better understand customer behavior, improve marketing campaigns, manage supply chains and inventory levels, and increase customer retention and sales.
This document provides guidance for developing a business plan tailored to different audiences and types of businesses. For raising capital from banks or investors, the plan should include details on funds needed, their intended use, and projected growth, returns, and exit strategies. The operational plan section advises on including details specific to the business type, such as production levels, costs, pricing, quality control, inventory management, and location criteria. Developing the marketing plan involves analyzing the target market and competition, and outlining promotional strategies. Financial projections should include profit/loss, cash flow, and balance sheet statements for 5 years. Customizing the generic plan with company-specific information is key to its effectiveness.
2014 Customer Loyalty ASEAN Conference: Prof de los ReyesJim D Griffin
1. Segmentation plays a key role in loyalty marketing by dividing customers into groups based on common attributes and behaviors. This allows companies to better understand their customers and maximize relationships.
2. There are various levels of segmentation from basic demographics and purchases to more advanced psychographics and transaction data. Companies can use both supervised and unsupervised segmentation.
3. Effective segmentation identifies strategic business focuses, provides insights into customer needs, and helps companies focus communications and campaigns. It is a process that aims to create meaningful customer groups.
The document discusses sales territories and sales quotas. It defines a sales territory as a geographical area assigned to a salesperson or team to target customers. Sales quotas set targets for salespeople to achieve within a given period. There are different methods for setting quotas based on factors like sales forecasts, sales potential, and salesperson input. Setting achievable but challenging quotas can motivate salespeople to help meet company sales goals.
This document discusses market segmentation strategies. It defines segmentation as identifying customer groups that respond differently to offerings. A successful segmentation strategy couples identified segments with tailored offerings. Key factors for evaluating segmentation strategies are whether a competitive offering can be developed and maintained for the target segment, and if the resulting business is worthwhile given investment costs. Successful segmentation creates a dominant market position that is difficult for competitors to challenge. The document then provides examples of segmenting by customer characteristics like demographics, and product-related factors like usage and benefits sought. It stresses the importance of developing profiles for identified segments.
- The statement of cash flows provides important information about a business' growth, how it utilizes funds, and enables more informed decisions regarding daily operations. It highlights strong management and financial stability, and can entice new investors.
- Customers are important, so companies focus on superior quality products compared to competition, strong local and international brands, developing new products to meet evolving needs, ensuring excellent customer service through direct interaction and surveys, and ongoing customer data analysis.
This document defines and describes various concepts related to sales and marketing. It provides definitions for key terms including sales call allocation grid, sales quota, adaptive selling, AIDA, trail close, sales lead, sales potential, prospect pool, stimulus response, sales forecasting, market demand, Delphi method, top down approach, sales force automation, sales routing, sales leakage, order taker vs technical sales, consultative selling, and expert opinion. The document aims to concisely explain each of these important sales and marketing concepts.
This document discusses various techniques for controlling a sales force, including setting sales budgets, quotas, and territories. It describes how to establish sales territories by analyzing workloads, determining basic territories, assigning salespeople, and establishing customer contact plans. Metrics for assessing sales performance such as revenue, profit, call frequency, and account penetration are also outlined. The goals of sales control are to optimize sales, maximize profit, and control revenue through establishing standards, procedures, training, monitoring performance, and taking corrective actions.
The document discusses marketing management and the marketing process. It can be summarized as follows:
1. Marketing management involves choosing target markets and building profitable relationships with customers through delivering superior customer value and satisfaction. It is about customer management and demand management.
2. The marketing process involves identifying customer needs and wants, developing products to meet those needs, determining value and pricing, facilitating exchange and transactions, and building relationships.
3. An effective marketing strategy involves market segmentation, targeting specific segments, differentiating products and services for those segments, and developing an integrated marketing mix to meet customer needs in each segment.
This document discusses sales forecasting, budgeting, and control. It begins by explaining the importance of sales forecasting for setting sales quotas and budgets. Sales forecasts estimate projected sales and are used to allocate resources to achieve sales objectives. Quotas set goals for sales units like individuals or territories and are used for motivation, evaluation, and incentive compensation. Budgets are financial plans to achieve forecasts and control expenditures. The document then discusses various methods for sales forecasting, setting quotas, and preparing budgets. It also covers flexibility in budgets and different methods of sales control like analysis and audits. The key aspects covered are the importance of forecasts and budgets for planning, and the use of quotas for goals, evaluation, and incentives.
The document provides guidance on how to write an effective marketing plan in 3 stages:
1) Research and planning to understand customers and opportunities.
2) Developing objectives and strategies to exploit opportunities identified in stage 1.
3) Determining actions, measurements, and controls to implement strategies and track success.
The plan should be a written document that provides direction and is referred to throughout the year.
Microsoft Word - Customer Centric Sales Strategies - William SurmonWilliam Surmon
Cross selling is an important strategy for growing revenue, but should be done responsibly based on customer insights. A thorough analysis of the customer base can identify opportunities for profitable cross selling by segmenting customers based on factors like life stage, income, and existing product holdings. The potential for cross selling and increasing product usage can then be determined for each segment. This helps ensure customers are offered additional products they can benefit from and afford. Tracking attrition also provides insights to improve the customer experience.
This document outlines the sections and topics to be addressed in a business plan's economics and marketing sections. For the economics section, it describes analyzing a business's revenue drivers, profit margins, fixed and variable costs, breakeven point, and economic model. The marketing section summary includes developing an overall marketing strategy, pricing approach, sales tactics, advertising and promotion plan, customer service approach, and distribution channels. Key elements are identifying target customers, differentiating the product or service, setting competitive prices, building sales teams or partnerships, and creating an advertising budget and public relations strategy.
This document provides an outline for the contents of an effective marketing plan. It details sections that should be included such as the executive summary, company background, market analysis, marketing strategy, and financial projections. The marketing plan outline provides guidance on what to include in each section, such as sales and profit objectives in the goals and objectives section, and strengths, weaknesses, opportunities, and threats in the SWOT analysis. The document emphasizes that an effective marketing plan is backed by market research and shows how the strategies outlined will help the business meet its goals.
The document discusses strategies for developing a new product business model and business plan. It outlines several potential revenue models such as advertising, sponsorship, donations, rentals, and subscriptions. It emphasizes that the business model must allow the product to generate sustainable revenue. The business plan should include an opportunity statement, market analysis, financial forecasts, and competitive strategies to bring the product idea to life and guide its development and marketing. The plan helps specify the details needed to implement the chosen business model successfully.
The document discusses customer relationship management (CRM), describing it as a customer-centric business strategy aimed at maximizing profitability, revenue, and customer satisfaction. It contrasts traditional CRM, which is sales-focused, with modern CRM, which satisfies all customer needs. CRM is important because customers are the main source of income and provide valuable information; retaining existing customers costs less than acquiring new ones. CRM uses information technology like data mining to learn about customers and increase sales and customer loyalty.
Symptoms of a Billing and Payment Problemjwchitwood
If your business is not harnessing the power of customer transaction data to optimize sales, marketing, product development, and customer service, it is likely that you have a Billing and Payments Problem. This paper identifies the warning signs of a potential billing and payment problem and clarifies the cost-drivers and business growth opportunities that suggest the need for a billing and payment solution.
This document discusses key aspects of sales management including sales information systems, planning, forecasting, and budgeting. It focuses on using data from information systems like data warehouses and data mining to answer important sales questions and inform planning. Sales forecasting involves macro and micro approaches to predict future sales based on past data and customer insights. Sales budgets are developed based on forecasts and allocate resources to achieve sales targets through selling expenses and administrative costs.
Marketelligent Capabilities & Offerings for Sales AnalyticsMarketelligent
The document summarizes Marketelligent's capabilities in sales analytics for consumer packaged goods (CPG) companies. It provides examples of how Marketelligent helps clients track sales performance, identify drivers of share loss, and conduct pricing simulations. Marketelligent also offers forecasting, trade promotion optimization, market mix modeling, and SKU rationalization to improve business decisions. The management team descriptions suggest Marketelligent provides data-driven consulting services to consumer industries globally.
Case Studies - Customer & Marketing Analytics for Retail Gurmit Combo
The document discusses three case studies involving customer intelligence and marketing effectiveness services:
1. A luxury retailer case study where customer segmentation and profiling identified their most valuable customers to focus relationship management efforts.
2. A technology company case study where product association analysis and scoring identified accounts likely to purchase docking stations for targeted cross-selling.
3. A CPG company case study where regression modeling decomposed the impact of price, promotion, competition and cross-category effects on sales volumes, revealing promotion strategy optimizations.
1) The document discusses how data mining techniques can be used in the retail industry to extract useful patterns and insights from large customer transaction databases.
2) Specific applications discussed include customer segmentation, campaign effectiveness analysis, customer lifetime value analysis, cross-selling opportunities, demand forecasting, inventory management, and market basket analysis.
3) By analyzing customer purchase histories and product sales data, retailers can better understand customer behavior, improve marketing campaigns, manage supply chains and inventory levels, and increase customer retention and sales.
This document provides guidance for developing a business plan tailored to different audiences and types of businesses. For raising capital from banks or investors, the plan should include details on funds needed, their intended use, and projected growth, returns, and exit strategies. The operational plan section advises on including details specific to the business type, such as production levels, costs, pricing, quality control, inventory management, and location criteria. Developing the marketing plan involves analyzing the target market and competition, and outlining promotional strategies. Financial projections should include profit/loss, cash flow, and balance sheet statements for 5 years. Customizing the generic plan with company-specific information is key to its effectiveness.
2014 Customer Loyalty ASEAN Conference: Prof de los ReyesJim D Griffin
1. Segmentation plays a key role in loyalty marketing by dividing customers into groups based on common attributes and behaviors. This allows companies to better understand their customers and maximize relationships.
2. There are various levels of segmentation from basic demographics and purchases to more advanced psychographics and transaction data. Companies can use both supervised and unsupervised segmentation.
3. Effective segmentation identifies strategic business focuses, provides insights into customer needs, and helps companies focus communications and campaigns. It is a process that aims to create meaningful customer groups.
Similar to customer portfolio.pptx bnusiness process (20)
Chap12.ppt add more information servive marketingOshadiVindika
This document discusses the role of customers in service delivery. It notes that customers can both enhance and detract from satisfaction through their interactions. Customers participate in the service delivery process and can act as "partial employees" contributing resources. They can also contribute to quality and their own satisfaction by providing feedback or performing their role well. However, customers may lack understanding of their role or interfere with others. The document provides frameworks for understanding different levels of customer participation and strategies businesses can use to enhance participation, such as defining customer jobs and managing the customer mix.
This chapter discusses the development of service products and experiences. It explains that a service product consists of a core product plus supplementary elements that enhance its value. The "flower of service" model illustrates how supplementary elements support the core. Branding strategies for service products are also reviewed, from using a single brand to separate sub-brands. The chapter emphasizes integrating core products with supplementary elements and delivery processes to create a seamless customer experience defined by the service brand.
The document outlines the 6 steps of marketing management: 1) Setting marketing objectives based on organizational mission and scanning opportunities. 2) Analysing marketing opportunities in light of company strengths and weaknesses both internally and externally. 3) Researching and selecting target markets by measuring attractiveness and estimating market size, growth, and profitability. 4) Designing marketing strategies to achieve objectives through broad principles and decisions on expenditures, marketing mix, and locations. 5) Planning marketing programs to implement strategies through decisions on product features, packaging, branding, and servicing policies. 6) Organizing, implementing, and controlling marketing efforts by designing an organization to carry out the marketing plan.
Chapter 3- Service quality and productivity.pdfOshadiVindika
Service quality is defined as meeting or exceeding customer expectations through high performance. SERVQUAL is a framework for measuring service quality across five dimensions: reliability, responsiveness, assurance, empathy and tangibles. There are five gaps between customer expectations and perceptions: 1) manager vs customer expectations, 2) standards vs expectations, 3) delivery vs standards, 4) promises vs delivery, 5) perceptions vs expectations. Strategies to close the gaps include improving communication between managers and customers, setting appropriate quality standards, ensuring delivery meets standards, aligning promises with capabilities, and consistently meeting expectations. Effective customer feedback uses a mix of tools to assess satisfaction, drive improvements and create a customer-centric culture.
The document discusses the marketing information system and market research process. It outlines five learning goals related to understanding the importance of information, defining the marketing information system, outlining the market research process, analyzing and distributing information, and special issues in market research. It then provides details on each step of the market research process, including defining the problem and objectives, developing the research plan through evaluating secondary and collecting primary data, and developing the sampling plan.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
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B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Neil Horowitz
On episode 272 of the Digital and Social Media Sports Podcast, Neil chatted with Brian Fitzsimmons, Director of Licensing and Business Development for Barstool Sports.
What follows is a collection of snippets from the podcast. To hear the full interview and more, check out the podcast on all podcast platforms and at www.dsmsports.net
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
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SATTA MATKA SATTA FAST RESULT KALYAN TOP MATKA RESULT KALYAN SATTA MATKA FAST RESULT MILAN RATAN RAJDHANI MAIN BAZAR MATKA FAST TIPS RESULT MATKA CHART JODI CHART PANEL CHART FREE FIX GAME SATTAMATKA ! MATKA MOBI SATTA 143 spboss.in TOP NO1 RESULT FULL RATE MATKA ONLINE GAME PLAY BY APP SPBOSS
How to Implement a Real Estate CRM SoftwareSalesTown
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
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IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
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Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Digital Marketing with a Focus on Sustainabilitysssourabhsharma
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
2. • A customer portfolio is a collection of
customer groups that encompasses a
business's customer base. It helps the
business understand the behavior,
needs, and demands of its clients, or
customers. Accordingly, firms
categorize their customers into groups
depending on their needs and the
nature of their relationship
3. A customer portfolio can be used
to:
• Understand customer behavior: By understanding the
different customer groups in a portfolio, businesses can gain
insights into how customers behave and what they want. This
information can be used to improve customer service, product
development, and marketing campaigns.
4. • Manage customer relationships: By grouping
customers according to their needs and the
nature of their relationship, businesses can
better manage their relationships with
customers. This can help businesses to retain
customers, upsell to customers, and cross-sell to
customers.
• Identify growth opportunities: By analyzing the
customer portfolio, businesses can identify
opportunities to grow their business. This could
involve targeting new customer groups,
expanding into new markets, or developing new
products or services.
5. someof the factors that can be usedto
segmentcustomerportfolios:
• Revenue: This is the most common factor used to segment customer
portfolios. Customers are typically grouped into categories based on
their annual revenue.
• Profitability: This is another important factor used to segment
customer portfolios. Customers are typically grouped into categories
based on their profitability.
• Lifetime value: This is the total amount of revenue that a customer is
expected to generate over their lifetime. Customers are typically
grouped into categories based on their lifetime value.
• Customer type: This refers to the type of customer, such as B2B or
B2C. Customers can also be grouped according to their industry or
sector.
• Customer behavior: This refers to how customers interact with the
business, such as their frequency of purchase or their level of
engagement.
6. BASIC DISCIPLINES FOR CPM
•market segmentation
•sales forecasting
•activity-based costing (ABC)
• customer lifetime value estimation
• data mining
7. market segmentation
•Market segmentation is the
process of dividing up a market
into more-or-less homogenous
subsets for which it is possible to
create different value
propositions.
8. Market segmentation
processes can be used during
CPM for two main purposes
• potential markets to identify which customers to acquire
• current customers with a view to offering differentiated value
propositions supported by different relationship management
strategies
9. companythat sells cloud-basedsoftwaremight
segmentits customerportfolioby:
• Customer value: The company might segment its customer
portfolio by customer value, such as high-value customers,
mid-value customers, and low-value customers. This would
allow the company to allocate resources and attention to each
customer segment accordingly.
• Customer needs: The company might also segment its
customer portfolio by customer needs, such as customers who
need basic software features or customers who need more
complex software features. This would allow the company to
tailor its products and services to meet the specific needs of
each customer segment.
10. • Once the company has segmented its customer portfolio, it
can then develop marketing campaigns and customer
relationship management (CRM) strategies that are
specifically targeted to each segment. This will help the
company to improve customer satisfaction, increase customer
retention, and grow its business.
• High-value customers: The company could offer exclusive
discounts or benefits to high-value customers.
• Mid-value customers: The company could offer personalized
customer support to mid-value customers.
• Low-value customers: The company could offer cross-selling or
upselling opportunities to low-value customers.
12. sales forecasting
• Sales forecasting is the process of estimating
future sales. It is an essential part of customer
portfolio management (CPM) because it helps
businesses to allocate resources and attention to
their customers more effectively
13. two main types of sales
forecasting
• Top-down forecasting: This type of forecasting starts with
the overall market and then breaks it down into smaller
segments. This type of forecasting is often used by
businesses that sell to multiple industries or regions.
• Bottom-up forecasting: This type of forecasting starts
with individual customers or accounts and then
aggregates them to get an overall forecast. This type of
forecasting is often used by businesses that sell to a
single industry or region.
14. different methods that can be
used for sales forecasting
• Time series analysis: This method uses
historical sales data to predict future sales.
• Trend analysis: This method identifies
trends in historical sales data and uses
those trends to predict future sales.
• Judgmental forecasting: This method relies
on the judgment of experts to predict
future sales.
15. example of how the company
might use sales forecasting
• The company might forecast sales for the next year to be $10
million. This would give the company a realistic goal to work
towards. The company could then use the forecast to develop
a sales plan that would help them to achieve their goal.
• The company might forecast that sales in the healthcare
industry are expected to grow by 10% in the next year. This
would indicate that the company should focus its attention on
the healthcare industry. The company could then develop a
marketing plan that would target healthcare businesses
