Business to Business Marketing : Creating a Community of Customers

Provides a model for doing business in the new customer-focused environment & practical guidance for implementing profitable, customer-driven marketing program. Helps you to: identify & measure the key econ. of customer retention; develop an integrated approach to maximizing the value of every customer contact; assess customer needs & match them with your org. core compet.; evaluate & coordinate the elements of your communications prog.; create a customer community center that builds on a set of shared values & needs; retain & cultivate your best customers; acquire new business & new customers more cost effectively; & link internal & external communities in a profitable chain of business relationships. Illus.Hunter, Victor L. is the author of 'Business to Business Marketing : Creating a Community of Customers', published 2000 under ISBN 9780788194863 and ISBN 0788194860.