ABSTRACT
There are always a lot of buzzwords or flavors of the month when it comes to organizational strategy and planning. Some of the buzzwords of today, many of which have been used in this book, are the terms “customer-centric,” “customer-oriented,” “marketoriented,” “CRM,” “customer retention,” “CLV,” “data mining,” and “lean” and “Six Sigma” techniques. But, what do these “buzzwords” mean? More importantly, if a manager decided to utilize these strategies, how would they actually go about doing so? In other words, which is harder: strategy development or implementation? Also, why do we care about strategy in sales management? These very important questions will be answered in the following.
