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Killer Customers

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Authored by business strategist Larry Selden and journalist Geoff Colvin, this groundbreaking business guide dispels the myth that every customer is a profitable one. The book reveals how a minority of high-value customers typically generate most of a company\'s profits, whereas unprofitable (\"killer\" or \"demon\") customers actively destroy value through high service demands and low returns. The authors present a strategic blueprint for treating a business as a portfolio of customer segments, enabling companies to reallocate resources toward their most lucrative clients and gain a decisive competitive advantage.

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Detail Information

Series Title

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Call Number

658.812 SEL

Publisher

New York : Portfolio., 2004

Collation

xx, 272 p. : ill. ; 21 cm.

Language

English

ISBN/ISSN

9781591840428

Classification

658.812 SEL

Content Type

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Media Type

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Carrier Type

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Edition

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Subject(s)

Consumer Behavior
Customer relations -- Management

Specific Detail Info

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Statement of Responsibility

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