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Sales Excellence

"Rot-Kunden" identifizieren und steuern

  • 01-03-2020
  • Betriebspraxis & Führung
Published in:
Author
Dr. Frank Tubbesing
Published in
Sales Excellence | Issue 3/2020

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Excerpt

Unprofitable Kundenbeziehungen leisten keinen Beitrag zum Vertriebserfolg. Die so genannten "Rot-Kunden" müssen anhand ihres Kundenwertes identifiziert werden. Danach ist zu entscheiden, wie mit diesen Kunden umgegangen werden soll und ob es sinnvoll sein kann, die Kundenbeziehung zu beenden. …

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previous article Was ist Pflicht, was die Kür?
next article Und irgendwann kommt der Kunde dann auch zum Vertrieb ...
Title
"Rot-Kunden" identifizieren und steuern
Author
Dr. Frank Tubbesing
Publication date
01-03-2020
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 3/2020
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-020-0247-4

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