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Description - Inside the Customer Universe - How to Build Uniquecustomer Insight for Profitable Growth and Market Leadership by Henrik Anderson

Inside the Customer Universe reveals how an organization can become ahead of the game by focusing a its strategy on predicting customer needs rather than following them. This book provides a unique contribution to the field of customer management with a departure from current practice towards understanding customers as 'multi-individuals' and hence solving current confusions surrounding customer behaviour. Inside the Customer Universe's easy to implement tools, models and strategies provide the reader with the ability to create stable and sustainable customer understanding and, therefore, sustainable business growth. "CUBEical Thinking is a great concept for developing business and the concept of customer types is intriguing as it provides great insights into the drivers behind true customer loyalty." Niels Henrik Hansen, Director SAS Corporate Sales, Scandinavian Airlines, Denmark "CUBEical Thinking has given us the platform for developing an effective sales and key account management organization which has delivered significant top and bottom line results based on targeted up and cross sales." Henrik Hubner, Vice President Sales, Sanist?l "CUBEical Thinking has provided us with great customer insights on which we are benefiting in our daily operations and it has helped our organization focus activities and resources." Carsten Hetling, Nordic Marketing Manager, Zyxel Communications

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Book Details

ISBN: 9780470694244
ISBN-10: 0470694246
Format: Hardback
(235mm x 163mm x 28mm)
Pages: 300
Imprint: John Wiley & Sons Ltd
Publisher: John Wiley and Sons Ltd
Publish Date: 20-Jun-2008
Country of Publication: United Kingdom

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Author Biography - Henrik Anderson

Henrik Andersen is Director of Andersen & Partners Management Consulting, Denmark, a company he founded in 2002 that specialises in strategic planning, CRM and customer segmentation. Prior to this he was a Partner at PricewaterhouseCoopers where he was the main author of the PwC CRM Handbook. His near 20 years experience in the global consultancy industry provides Henrik with a broad experience in the field of strategic planning, organizational and cultural change, BPR, CRM, and customer segmentation across a range of different industries and organizations. He is a regular presenter at seminars and conferences in Denmark and abroad and is often interviewed by the press as an expert on CRM. Thomas Ritter is a Professor at the Copenhagen Business School and Research Director at the Center for Business Marketing and Purchasing. He has published extensively in high profile academic journals and has contributed to various books and presented countless papers at academic conferences around the world. He has extensive industry experience through consulting and training firms of all sizes and from a wide range of industries across Europe in market strategy, marketing and sales management and value creation through customer relationships.