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Home > Today's Hassels > Customer Selection |
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Customer Selection |
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One of the most difficult customer management process to conceptualize and execute.
Haselfrė framework for customer selection is derived from its Strategy Maps and Sustainable Balanced Scorecard. It flows from the strategies and objectives of the enterprise based on customer value proposition.
- Understand the customer in terms of profit contribution
- Market share in targeted segments
- Screen unprofitable customers
- Target specific segments
- Identify customer segments attractive to the enterprise
- Craft the value proposition to appeal these segments
- Create a brand image that attracts customers in these segments to the company's products and services
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