01006nam a22001817a 4500 160629b xxu||||| |||| 00| 0 eng d 9780470912867 c2011. 6477 Laursen, Gert H.N. Business analytics for sales and marketing managers : how to compete in the information age / Gert H.N. Laursen. New Jersey : John Wiley & Sons, Inc., c2011. xiii, 242 pages : illustrations ; 23 cm. Includes index. Contents: Introduction. -- Identify what you want to achieve: the menu on a strategic level. --Lead information for identifying valuable customers: the recipe. -- Lead information: what you need to know before launching new sales activities. -- Lead information for customer retention. -- Working with lag information. -- Working with learning information: the recipe. -- Case study of a retention strategy. 6775 Sales management. 6776 Marketing. ddc BK 5401 5401 0 0 ddc 0 0 CIR SPMT-CAS SPMT-CAS 2016-06-29 0 Cir./658.8/L379 007432 2016-06-29 00:00:00 2016-06-29 BK