Which Customers Pay?

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.

Contents

• Customer Relationship Management

• Organizational Buying

• Relationship Value

• Reasoning of Customers to Provide Value

• Study 1: Opportunity Management

• Study 2: Value Management

• Limitations and Managerial Implications

Target Groups

• Researchers in the field of customer relationship management, sales management, and marketing management

• Sales manager, marketing manager, and sales representatives

The Author

David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.