A specific concept in sales strategy is examined in this book, aiming to sell one customer at a time as many products and services as possible, over the lifetime of that customer's patronage. This is achieved by using customer databases and interactive communications. The book contains advice on implementing the one-to-one philosophy in one's own business. Chapters describe how to identify and capitalize on customer differences; how to increase your share of valuable  lifetime  customers; how to treat different customers differently; how to anticipate what the customer wants; how to get customer feedback; and how to remove distribution barriers.

Enterprise One-to-one: Strategies for Competing and Winning Customers in the Interactive Age

Business & Money

Peppers, Don

Rogers PhD, Martha

Marketing & Sales

Judy Piatkus(publishers) Ltd

See the best price to sell, buy, or rent books by Rogers PhD, Martha. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Rogers PhD, Martha

See the best price to sell, buy, or rent books by Rogers PhD, Martha. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Enterprise One-to-one: Strategies for Competing and Winning Customers in the Interactive Age