Keeping in touch
- WHO'S ON FIRST? STAKEHOLDER DIFFERENCES IN CUSTOMER RELATIONSHIP MANAGEMENT AND THE ELUSIVE NOTION OF "SHARED UNDERSTANDING". Plouffe, Christopher R.; Williams, Brian C.; Leigh, Thomas W. // Journal of Personal Selling & Sales Management;Fall2004, Vol. 24 Issue 4, p323
After first demonstrating that definitions of customer relationship management (CRM) vary widely, we build upon stakeholder and network theories and argue that there are two fundamental categories of participants in any CRM initiative: (1) "core" stakeholders (i.e., the firm selling its products...
- Exposure to closure: 5 key lead-management terms. ROZIN, RANDALL // B to B;5/13/2013, Vol. 98 Issue 2, p26
The article discusses five terms which can result in success in the lead-management process. The process of exposure can be thought of as the stimulus a company puts in the market in search of a given type of response. The capture process allows the most valuable leads to proceed on to sales,...
- Keeping Pipeline Insights Actionable. Agarwal, Anupam // CRM Magazine;Oct2007, Vol. 11 Issue 10, p48
The article asserts that existing customer relationship management technology assets can promote incremental growth by improving sales pipeline management. According to the author, growth can be achieved by developing an accurate sales forecast and optimizing outcome from business opportunities...
- KEYS TO IMPLEMENTING PRODUCTIVE SALES FORCE AUTOMATION. Widmier, Scott; Rosenbaum, Mark; Jackson Jr., Donald // Marketing Management Journal;Spring2003, Vol. 13 Issue 1, p1
Salespeople are being armed as never before with automation technology that promises to both deliver vital information where and when needed and to improve communications. The rapid growth of automation is not without problems as for every two successful implementations of SFA there are three...
- Implementing A Customer Relationship Management: The Proactive Steps For Sales Managers To Prevent A Sub-Optimised Salesforce Performance. Nwude, E. Chuke; Uduji, Joseph I. // European Journal of Business & Management;2013, Vol. 5 Issue 2, p253
Customer Relationship Management (CRM) is a comprehensive business model for increasing revenue and profits by focusing on customers. It includes any application or initiative designed to help firms optimise interactions with customers, suppliers or prospects via one or more touch points - such...
- Aligning Internal and External Sales Force Cultures. Honeycutt, Earl D.; Tanner Jr., John F.; Erffmeyer, Robert C. // Society for Marketing Advances Proceedings;2008, p272
The ability of sales managers to align both internal and external sales force cultures influences the success of the firm's sales efforts. For example, a firm's internal culture can be weak or strong depending upon the sense of unity of beliefs and actions between sales personnel and management....
- how Sales Teams should use CRM. Beasty, Colin // CRM Magazine;Feb2006, Vol. 10 Issue 2, p30
Presents examples of how sales force automation (SFA) is used throughout the sales organization. Discussion on SFA for sales management; Importance for an SFA system to have drill-down capabilities for executives; Segments of sales forces.
- CRM -- is it worth it? Gray, Andi // Fairfield County Business Journal;9/28/2009, Vol. 48 Issue 39, p11
The article provides an answer to a question on the proper installation of a customer relationship management system.
- THE 2015 CRM MARKET AWARDS. // CRM Magazine;Aug2015, Vol. 19 Issue 8, p25
The article offers information on the 2015 Customer Relationship Management (CRM) Market Awards which pays tribute to recipients who give efforts to improve customer relationships.