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Week Five: Chapter Seven: Organisations & Information Systems (7.3 How…
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1. Marketing
- Marketing sends messages to the target market to attract customer prospects
Solicitation Processes
2. Customer Acquisition
- When prospects order, they become customers who need to be supported
Lead - tracking processes
3. Relationship Management
- Relationship management processes increase the value of existing customers by selling them more product
Relationship Management Processes
4. Loss/Churn
- Categorize customers as low-value / high-value through win-back processes
Relationship Management Processes