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Keywords: Lost customers
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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
... procedures to guide reacquisition efforts. This gap in the sales process reflects the relatively sparse literature on B2B customer reacquisition models. The present research intends to fill this gap and creates a sales process model to guide salespeople to regain B2B lost customers. Design/methodology...
