Careless talk costs sales

Article Abstract:

Many companies fail to reach sales targets because they mismanage their relationship with existing and potential customers. They do not have a reliable system to ensure that customer enquiries reach the right people, and do not train support staff to handle telephone enquiries properly. It is important to recognize that some form of relationship must be created if enquiries are to be converted into orders. Growing emphasis is being placed on customer relationship management, which involves on-going personal relationships with customers.

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When it pays to drop business

Article Abstract:

UK companies could benefit from severing links with their least profitable customers, as this allows them to focus more resources on their most profitable customers. Businesses should identify their most profitable customers, and then seek ways of reducing the costs associated with less profitable customers. There are a number of possible approaches to dealing with less profitable customers, including increasing prices and selling them to other service providers.

Customer Relations

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Hacking through the internet jungle

Article Abstract:

Many companies in the UK simply select the cheapest package when choosing an internet service provider (ISP). This can be a successful strategy for a company that just needs personal electronic mail and access to the Web. However, it is worth taking the time to look carefully at exactly what each ISP is offering. Attention should be given to issues including local dialling, access to online services and domain name hosting.

Telegraph & other communications, Services, Internet service providers

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