Chapter 13. A Customer-centric Approach to Sales and Marketing

  1. Florian Budde3,
  2. Gary A. Farha4,
  3. Heiner Frankemölle5,
  4. David F. Hoffmeister6 and
  5. Konstantin Krämer3
  1. Sönke Bästlein1 and
  2. Jan-Philipp Pfander2

Published Online: 8 OCT 2001

DOI: 10.1002/3527600310.ch13

Value Creation: Strategies for the Chemical Industry

Value Creation: Strategies for the Chemical Industry

How to Cite

Bästlein, S. and Pfander, J.-P. (2001) A Customer-centric Approach to Sales and Marketing, in Value Creation: Strategies for the Chemical Industry (eds F. Budde, G. A. Farha, H. Frankemölle, D. F. Hoffmeister and K. Krämer), Wiley-VCH Verlag GmbH, Weinheim, FRG. doi: 10.1002/3527600310.ch13

Editor Information

  1. 3

    McKinsey & Company, Inc. Taunustor 2 D-60311 Frankfurt/Main Germany

  2. 4

    McKinsey & Company, Inc. 600 14th Street, N.W. Suite 300 Washington, D.C. 20005 USA

  3. 5

    McKinsey & Company, Inc. Magnusstrasse 11 D-50672 Cologne Germany

  4. 6

    McKinsey & Company, Inc. 600 Campus Drive Florham Park, N.J. 07932-1046 USA

Author Information

  1. 1

    Mc Kinsey & Company, Inc. Frankfurt/Main

  2. 2

    Mc Kinsey & Company, Inc. Hamburg

Publication History

  1. Published Online: 8 OCT 2001
  2. Published Print: 29 MAR 2001

ISBN Information

Print ISBN: 9783527302512

Online ISBN: 9783527600311

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Keywords:

  • customer-centric approach;
  • customer portfolio strategy;
  • customer relationships;
  • sales generation process;
  • micro-market management

Summary

  • Customer Portfolio Strategy

  • Profitable Long Term Customer Relationships

  • Absolute Control over the Sales Generation Process

  • Securing Implementation by Superior Micro-Market Management