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To survive and prosper in today’s competitive environment, irrespective of the type of business concerned, a focus on the needs of the customers is paramount.
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About the book
At the heart of this book is the belief that to survive and prosper in today’s competitive environment, irrespective of the type of business concerned, a focus on the needs of the customers is paramount – if customer don’t get what they want, they go elsewhere and with the contemporary digital environment, going elsewhere has never been easier to do.
As such customer retention has grown to be a strategic issue for organisations. Peters (1989) in Thriving on Chaos, puts it succinctly;
“It boils down to this: when you build a plant, it starts depreciating the day it opens. The well-served customer, on the other hand, is an appreciating asset. Every small act on their behalf ups the odds for repeat business, add-on business and priceless word-of-mouth referral.”
This book looks at the techniques that have emerged as a result of this type of thinking, and whilst there is attention giving to attracting – “Obtaining” – customers the emphasis is squarely on retaining and growing customers.
1 Why do Customers Count?
Changes in the business environment
2 Developing a Customer Oriented Business
The Customer’s Perception is everything
So why do customers buy?
Measure to Improve
3 Obtaining Customers
How do we attract customers: Marketing
Obtaining Customers; the sales perspective
Value-based marketing: marketing metrics
Profiling, Segmentation & Targeting
Issues in 21st century marketing
CRM – Customer Relationship Management
About the Author
Andrew Whalley, Teaching Fellow in Marketing at Royal Holloway