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Chapter 3

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Adiba Anis
Adiba Anis

How much do you really know about your customers?

Education
1 of 23
Chapter # 3 KKB, Chapter #3 How much do you really know about your customers?
Who is a Key Customer? ,[object Object],KKB, Chapter #3
To exact control over customer base KKB, Chapter #3
KKB, Chapter #3
Demographics ,[object Object],[object Object],KKB, Chapter #3
Psychographics ,[object Object],[object Object],KKB, Chapter #3
On the Basis of Psychographic factors KKB, Chapter #3
Customer Attractiveness KKB, Chapter #3
Attractiveness Judgment KKB, Chapter #3
Other implications…….. ,[object Object],[object Object],KKB, Chapter #3
Important criterions for market share: KKB, Chapter #3
Life cycles ,[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
Implication for suppliers ,[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
Measuring the current relationship status with key customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
CALCULATING ATTRACTIVENESS AND RELATIONSHIP STATUS SCORES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
ATTRACTIVENESS OF CUSTOMER KKB, Chapter #3
Relationship status with customer KKB, Chapter #3
The Nine-Cell Customer Strategy Grid KKB, Chapter #3
Development strategies to increase key customer business ,[object Object],[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
Positive tasks to develop key customer relationship ,[object Object],[object Object],[object Object],[object Object],KKB, Chapter #3
Cont….. Weak Average Strong Low Medium High Relationship status of suppliers KKB, Chapter #3 Maintain selectively Develop Develop Defend Maintain minimally Defend Maintain Develop Withdraw Maintain minimally Develop selectively
Relationship Bonding KKB, Chapter #3
The End KKB, Chapter #3

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Chapter 3