Téléchargez le livre : Which Customers Pay?

Which Customers Pay?

Predicting Value Pre and Post Sales

Éditeur :

Springer Gabler

Paru le : 2019-09-27

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate ...
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Description du livre


The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.

À propos

Auteur
David Beirau
Éditeur
Springer Gabler
Collection
n.c
Parution
2019-09-27
Pages
191 pages
EAN papier
9783658281366

Auteur(s) du livre


Defaut-Illustration David Beirau
David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

Caractéristiques détaillées - droits

EAN PDF
9783658281373
Prix
52,74 €
Nombre pages copiables
1
Nombre pages imprimables
19
Taille du fichier
3246 Ko
Ce livre est accessible aux handicaps informations d'accessibilité

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