(Pearson Education) Sales guide taking a fresh look at customer relationship management. Provides an original model for creating business loyalty, reviewing the essential tenets of building solid customer relationships. Reminds the reader of the human side of sales.

Customers That Count: How to Build Living Relationships with Your Most Valuable Customers

Business & Money

Cram, Tony.

Processes & Infrastructure

Ft Pr

The most neglected element of the marketing mix can have an unrivalled impact on the bottom line. Smarter Pricing helps managers make more intelligent pricing decisions, implement pricing strategies and structures more effectively in the market and capture more value for their business. <ul>
<li>At no time has effective pricing been more significant. Buyers are getting stronger, markets more transparent, and manufacturers in new powerhouses such as China, are becoming more and more competitive. </li> <li> Recent McKinsey survey of 2500 companies calculated that a 1% increase in price improves operating profit by 11.1%. </li> <li> Smarter Pricing is a good, hands-on book on pricing for practising managers, providing a developed mix of techniques through international examples from a range of sectors that bring pricing theory into a real-world context. </li> <li> Smarter Pricing joins the developing suite of FTPH books offering executives focused and practical advice on decisive business challenges. </li> <li> Smarter Pricing is a fast and focused companion to practical price management, for executives and marketers in every sector.</li> </ul>

Smarter Pricing: How to capture more value in your market (Financial Times Series)

Marketing & Sales

Pearson Education Canada

Concise, realistic and very readable, this book is packed with insightful thinking for service excellence" Alan Parker Chief Executive Officer Whitbread Group ‘Brilliantly simple premise – that a winning service approach lies in a ‘rising upward trajectory’ culminating in a brilliant finish – dissected into eight very practical steps that anyone can use. As the owner of a service brand myself, I’ll be starting on Monday.’ Adam Morgan, Founder, eatbigfish ' Rich with practical, real life solutions'. Dean Finch Group Chief Executive National Express ‘A thought provoking practical "drama" for anyone who is passionate about excelling at customer service and driving business performance.’ Mike Holliday-Williams Managing Director RSA UK Personal Insurance 'An excellent primer about how to improve services for the public.' Dame Sally C Davies Director General of Research and Development Department of Health To win and keep customers you have to do more than just meet their expectations - you have to surpass them. The Finishing Touch will show you how to make a good customer experience great by building up to an impressive finish that every customer will remember. Using real-life examples, practical advice and tailored information for your industry at the end of each chapter, Tony Cram will show you how to make your customers feel positive about your business, bring them back to buy more and inspire them to promote your business to others. Deliver amazing service that will get your business noticed and make sure your customers come back from more Th e Finishing Touchwill show you how to: <ul>
<li>Make an excellent first impression </li> <li>Manage customer expectations </li> <li>Build a trusting relationship with your customers </li> <li>Handle queues and bad news </li> <li>Make every customer feel valued </li> <li>Generate long-term interest through innovation </li> <li>Recover from mistakes </li> <li>Leave your customers wanting more so they come back time and time again. </li> </ul> About the author Tony Cram has presented on competitive marketing and innovation at conferences and company conventions around the world including Berlin, Buenos Aires, Budapest, Gothenburg, Istanbul, London, Paris and Warsaw. As a Programme Director at Ashridge Business School - one of Europe's leading centres for Management Development - he designs and delivers executive development programmes on business strategy and market innovation. His particular interest is in understanding customer value, developing brands and the dynamics of long-term business relationships. Tony Cram's previous books include - Customers that Count: How to build living relationships with your most valuable customers, Smarter Pricing: How to capture more value in your market and The Power of Relationship Marketing.

The Finishing Touch: How to Build World-Class Customer Service (Financial Times Series)

FT Publishing International

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Books by Cram, Tony.