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Keywords: B2B customer reacquisition
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Journal Articles
A sales process framework to regain B2B customers
Available to Purchase
Journal of Business & Industrial Marketing (2015) 30 (8): 906–914.
Published: 05 October 2015
...Dr Minna Rollins; Annie Liu; Mark Leach; Richa Chugh Purpose – The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal...
