Business Analytics for Sales and Marketing Managers [[electronic resource] ] : How to Compete in the Information Age/ / Gert H.N. Laursen

• Record Nr.: UNINA9910141013903321
• Autore: Laursen Gert H. N
• Pubbl/distr/stampa: Chichester, : Wiley, 2011; Hoboken, : John Wiley & Sons, 2011
• ISBN: 1-119-20067-9; 1-283-05271-7; 9786613052711; 1-118-03036-2
• Descrizione fisica: 1 online resource (258 p.)
• Collana: Wiley and SAS Business Series ; ; v.41
• Classificazione: BUS043000
• Disciplina: 658.4/038011; 658.8343
• Soggetti: Consumers' preferences - Research; Consumers - Research; Business planning; Consumers' preferences --Research; Consumers --Research; Management information systems
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: CONTENTS; Preface; Acknowledgments; Chapter 1: Introduction; Chapter 2: Identify What You Want to Achieve: The Menu on a Strategic Level; Chapter 3: Lead Information for Identifying Valuable Customers: The Recipe; Chapter 4: Lead Information: What You Need to Know before Launching New Acquisition Activities; Chapter 5: Lead Information: What You Need to Know before Launching New Sales Activities; Chapter 6: Lead Information for Customer Retention; Chapter 7: Working with Lag Information; Chapter 8: Working with Learning Information: The Recipe; Chapter 9: Case Study of a Retention Strategy; About the AuthorIndex
• Sommario/riassunto: Expert guidance on information management for optimum customer ; intelligence processes Providing essential guidance for information management, this book helps you understand the basics of information management, how to design and launch customer intelligence campaigns, and optimize existing customer intelligence processes.How to align information management with company strategyExamines how to get, grow, and retain valuable customersDiscusses how to optimize existing customer intelligence processes Showing you how to make extensive use of data, statistical, and quan