c2b_default

Sales & Distribution

klausurvorbereitung

klausurvorbereitung

30
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J. E.
Étudier
J. E.
Diese Lernkarten bieten einen umfassenden Überblick über die Grundlagen des Vertriebs und der Distribution auf Universitätsniveau. Sie behandeln die verschiedenen Charakteristika von B2B-, B2C- und C2B-Modellen, sowie die Komponenten und Anforderungen eines CRM-Systems. Die Karteikarten erläutern auch die verschiedenen Pricing-Strategien und die Bedeutung von CMS-Systemen. Ideal für Studierende der Marketing, die ihre Kenntnisse in Vertrieb und Kundenbeziehungsmanagement vertiefen möchten.
Cartes-fiches
30
Utilisateurs
1
Langue
Allemand
Catégorie
Marketing
Niveau
Université
Créé / Mis à jour
29.01.2017 / 09.10.2018
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Cartes-fiches

2 TO

Tui Neckermann

2 TA Leisure Individual

STA DER

2 TA Business Corporate

CWT AMEX

2 TA Corporation

Schmetterling Uniglobe

2 OTA

Expedia opodo

2 HRS

Booking HRS

2 GDS

amadeus galileo

2 CRS

abacus mercator

2 IBE

amadeus sabre

2 Meta Search Aggregators

trivago keynote

2 Rating Portals

tripadvisor holidaycheck

2 CMS

wordpress keynote

2 Switch

eRevMax Pegasus

Aus welchen Teilen besteht der CRM Cycle?

Identification Attraction Engagement Retention

Welcher Customer Data wird gesammelt? (4)

Product Preferences Purchase Agreements Documentation Communication

Welche Mgmt Bestandteile gibt es im CRM

Relationship Business Client Process Client Oriented ICT Process Clients' Knowledge

4 CRM Channel Options?

Analysing Planification Motivation Rewarding

Definition CRM

Strategy to manage on a long term basis all relations, interactions and interfaces to existing and potential customers by systematic care taking in an individual and holistic manner through documentation with the assistance of ITC methods, tools and proce

Definition CMS

Software to handle and process commonly by establishment, handling, elaborating and organisation of contents in/on/through different platforms, to manage the workflow in collaborative environments: Design, Publish, Edit, Organise, Modify and delete conten

Definition Demand Side Platforms

Marketplaces to negotiate, auction and exchange online and digital advertisements

CRM Components (4)

Operational Analytical Collaborative Communicative

CRM Components Operational (3)

Data Collection Care Taking Market Segmentation

Analytical CRM Components

Analysis of Data Preparation Distribution

Collaborative CRM Components

Management Synchronisation Communication

Communicative CRM Components

Interface w/ Clients Multichannels Social Media

CRM Requirements (12)

X1

Pricing Strategy (3)

Commission Based Fee Position Based Fee Effort Based Fee

B2C Characteristics

1 contact search for products little client's assistance simple 1 shot service promotional product customer approach quick purchase

B2B Characteristics

multiple contacts search for suppliers assistance by sales rep detailed intensive regular service pricing and quality conditions approach slow and repetitive purchase

C2B Characteristics

consumer proposes new products producer produces and offers short time

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