Business to Business Marketing: Creating a Community of Customers

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Business to Business Marketing: Creating a Community of Customers is the first book to provide a comprehensive model for doing business in the new customer-focused environment and the practical guidance for implementing profitable, customer-driven marketing programs.
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More About This Book

Overview

Business to Business Marketing: Creating a Community of Customers is the first book to provide a comprehensive model for doing business in the new customer-focused environment and the practical guidance for implementing profitable, customer-driven marketing programs.
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Product Details

  • ISBN-13: 9780788194863
  • Publisher: DIANE Publishing Company
  • Publication date: 9/28/2000
  • Pages: 326

Table of Contents

Foreword
Acknowledgments
1 A New Marketing Vision 1
2 The Economics of Community 33
3 Determining External Service Values 71
4 Communicating with Your Customer 97
5 The Database as a Marketing Tool 137
6 Creating the Customer Community Center 163
7 Retaining and Cultivating Existing Customers 205
8 Acquiring New Customers 245
9 Leadership and the New Customer Community 283
Selected Readings 295
Index 313
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