Rounding Out Relationship Management: Trade Shows, Call Centers, Internet

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 18 in Sales Excellence, 2012, pp 237-249 from Springer

Abstract: Abstract This chapter considers other forms of salesperson-customer contact beyond the traditional face-to-face sales call. The authors for example lay out detailed steps for planning and implementing a successful trade show experience and analyze various objectives a firm may have going into such an experience. The internet section of this chapter gives extensive attention to the use of the internet as a relationship management tool, including ways to leverage its interactivity, multi-functionality, individuality, and selectivity. The authors also examine the extensive range of elements necessary for a successful internet presence.

Keywords: Success Factor; Call Center; Virtual Community; Retail Store; Electronic Marketplace (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_18

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DOI: 10.1007/978-3-642-29169-2_18

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