Alexander Erokhin , Andrey Klimov
Upravlenie klientskoy bazoy
Unabridged
12 hours 18 minutes
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V bolshinstve kompaniy rabota otdelov prodazh sfokusirovana na privlechenie novyh klientov. Pri etom 80% pribyli prinosyat postoyannye klienty, kotorye uzhe naydeny, kotoryh nuzhno uderzhivat i razvivat. Avtory predlagayut otrabotannuyu sistemu iz metodik i instrumentov upravleniya klientskoy bazoy, kotoraya pomozhet uvelichit pribyl i snizit riski poteri klientov. Aleksandr Erohin i Andrey Klimov rasskazyvayut: - zachem realizovyvat strategii razvitiya, uderzhaniya i ekonomii sil pri rabote s postoyannymi klientami; - kakie otchety po prodazham nuzhny dlya povysheniya effektivnosti klientskih otdelov prodazh; - kak sformirovat sistemu materialnoy motivatsii klientskogo menedzhera; - pochemu aktivnyy menedzher ne mozhet rabotat s postoyannymi klientami i naoborot; - chto vklyuchaet v sebya reaktivatsiya postoyannyh klientov s konversiey ot 60%.
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