Showing papers on "Customer relationship management published in 1992"

Sales Force Management

Abstract: 1. Introduction to Sales Management in the Twenty-First Century Part I: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Comprehensive Cases for Part One Part II: Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Comprehensive Cases for Part Two Part III: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance Comprehensive Cases for Part Three

Limitations of knowledge-based systems for financial analysis in banking

Abstract: Financial analysis is considered to be a knowledge-intensive task, involving knowledge from several areas. Nowadays, banking is exploring knowledge-based systems to improve operational efficiency and customer relations while currently reducing costs. Financial analysis is one of the promising areas for these kinds of applications. This article discusses limitations of the utilization of knowledge-based systems within financial analysis (i.e., the lack of a theoretical framework for such analysis). Furthermore, we show how some of these limitations have been met in the design and implementation of the KABAL system, which is a knowledge-based system for financial analysis. (Kabal is the Norwegian word for patience.)

Purchase prospect degree predicting method and customer management system

Abstract: PURPOSE: To calculate the purchase prospect degree even for a customer whose customer attribute is partly deficient by estimating a defective customer attribute from the customer attribute of a similar customer CONSTITUTION: First and second data files are stored within a memory 13 In the first data file, the attribute values of the customers who were made business objects in the past are stored without deficiency In the second data file, the attribute values of the customers who will be made business objects are stored The contents of the first data file is delivered to a predictive model preparing means 14 to which the data of object mechandise is imparted and a purchase prospect predictive model is prepared here In an estimating means 15, defective attributes are estimated from customer attribute designation models, regarding the customers in the second data file to be a selection object In a data processing means 16, the purchase prospect degree for every customer is calculated from the predictive models and the estimated attribute values and it is outputted COPYRIGHT: (C)1994,JPO&Japio

Teamwork for customers : building organizations that take pride in serving

Abstract: Shows executives and managers how to use team strategies to develop customer-responsive companies--where customer relations are nurtured, problems are solved expeditiously, and customer needs and desires are integrated into corporate strategy. A start-to-finish guide to creating customer service-driven organizations.

Customer management system

Abstract: PURPOSE:To store shopping history at every customer without increasing memory capacity a controller so as to improve customer service by storing shopping history at every customer inside an IC card. CONSTITUTION:A POS terminal equipment 2a supplies data concerning an issue point corresponding to buying product details and the buying amount of this time to the IC card 4 with an IC card reader/writer 2b. The buying product details are stored after the address of current pointer data in the storing means of the IC card 4 and also data of a current pointer is updated. Therefore, the display of a point and the confirmation of the accumulation points are executed by the operation of the card by a customer himself.