The first step in a comprehensive and systematic market development is the analysis of all information on customers and customer relationships (= customer analysis). Here, the information about customers and customer groups is collected, sorted, condensed and evaluated. This customer analysis is the information base and thus also the decision-making base on how to position„Customer analysis“ weiterlesen
Schlagwort-Archive:Vertriebsmanagement
Performance has a price tag to it
“Performance has its price”- why do I write about such a „no-brainer“ or a statement that has degenerated into an empty phrase? I often experience that there are arguments about competitive prices – both (of course) by the customer and the RSM. These (usually lower) competitive prices are then used internally in the organization to„Performance has a price tag to it“ weiterlesen
The way to more cross-selling
The endeavor to cross-sell (CS), i.e. to sell more than just one product to a customer, is not new. The reasons are complex and range from profitability (falling customer costs, cross-sell products in banking, often without capital consumption) via the house bank claim (most important bank partner, holistic / comprehensive advice) to defending against competitors.„The way to more cross-selling“ weiterlesen
Small and large customers on financing assets with banks
Outside financing behavior and the need for advice on the part of companies depend not only on various parameters but also on the size of the company in question. Smaller businesses … .. think more in the „replacement investment“ category, i.e. operational readiness and maintenance of operations … have a greater need for advice with„Small and large customers on financing assets with banks“ weiterlesen
The German angle on lending
The terms “bank” and “credit institution” are often used synonymously, with the term bank being the more open. There are banks that are not credit institutions (for example central banks). In the following, reference is made to credit institutions – also when using the term “bank” – within the scope of the definition of Section„The German angle on lending“ weiterlesen
To do a segmentation or not to do a segmentation, that is the question!
I keep seeing discussions about the pros and cons of customer segmentation. On the part of the criticism, arguments such as: „This is unrealistic“ or „The data are not accurate enough!“ Unfortunately, the proponents of customer segmentation still often include at least the argument that it is state-of-the-art. It is a shame to only do„To do a segmentation or not to do a segmentation, that is the question!“ weiterlesen
Counting products per customer
Do you evaluate product usage? Do you count the products that a customer buys and uses from you? This metric is relevant if you believe in only one of the following characteristics: more products placed per customer are better than less the acquisition costs for the follow-up product are lower because it is already an„Counting products per customer“ weiterlesen
Working in the channel of acceptance
Every relationship begins with a first encounter, a first impression. This applies to private as well as business. Sometimes the image of “ice breaking” is used when talking about the first trust-building steps at the beginning of a relationship. To stay in the picture of the ice: at the beginning the ice is still very„Working in the channel of acceptance“ weiterlesen
Lean Management in banking
Lean Management is a further development of Lean Production, which in turn has the avoidance of waste as its object. Lean management is about the fact that all processes in the company should serve to satisfy customer needs; simplified: if the customer does not need this process, does not perceive it, then it is superfluous.„Lean Management in banking“ weiterlesen
What is courtesy?
Two important tasks in sales management revolve around commitment. On the one hand, it is about demanding and enforcing a commitment with regard to the planning and, on the other hand, also about organizing binding cooperation between the various sales units, essentially the generalists and the specialists. But what actually is liability and what are„What is courtesy?“ weiterlesen
