Intended as far more than another "customer care" book, this text is designed to help suppliers improve the way they manage their customer base, to defend and build sales, enhance margins,and reduce the cost of serving the customer. The overall message of the book is that by actively managing the customer base, companies can ensure that most attention and service is given to customers who are making a contribution to the company's profit margins, by identifying which are the profitable and unprofitable customers, and developing the relationships accordingly.
- ISBN10 0749428252
- ISBN13 9780749428259
- Publish Date 25 September 1998 (first published 27 November 1996)
- Publish Status Out of Print
- Out of Print 3 July 2006
- Publish Country GB
- Imprint Kogan Page Ltd
- Edition New edition
- Format Paperback
- Pages 224
- Language English