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商品編號： 9-508-054 出版日期： 2008/03/06 作者姓名： Lal, Rajiv;Ross, Catherine 商品類別： Marketing 商品規格： 32p 再版日期： 2009/03/11 地域： Canada 產業： 個案年度： 2003 -
商品敘述：
On a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator''s headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been named vice-president for Sales Effectiveness atop a transformed sales division. The previous week, the team had presented to top management the results of the customer segmentation research that Swanborough had contracted while in marketing. The research identified customers that would be willing to pay more for the services that Purolator was or could potentially provide to them. The new Sales Effectiveness team planned ....
涵蓋領域：
Market segmentation;Customer service;Customer relationship management;Growth strategy;Strategy
相關資料：
Case Teaching Note, (5-510-087), 4p, by Rajiv Lal
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