Database Reference
In-Depth Information
10.
Does it provide facilities to assess the desirability of maintaining an
at-risk
customer based on the corresponding payment history, proitability, and projected
lifetime value (LTV) of the customer?
11.
Does the system identify customers who have stopped purchasing products and
services for
win-back
considerations?
12.
Does it generate a retention call and/or survey distribution to valuable but
at-risk
customers to gauge the degree and reasons for dissatisfaction?
13.
Does the system provide for undertaking win-back programs and special
campaigns for selected valuable customers?
(c) opportunity management
1.
Does the CRM provide for capturing all sales leads and all associated criteria?
2.
Does the CRM provide facilities for opportunity management using a variety of
methods including logging in a lead, generating a lead from customer history, or
validating the lead from third-party sources?
3.
Does the system provide for qualifying, proiling, categorizing, and prioritizing of
leads for effective and eficient opportunity management?
4.
Does the CRM support the selection and evaluation of direct marketing material as
well as the corresponding target customers?
5.
Does the system provide automated generation and distribution of product
information to target customer segments?
6.
Does it provide support for numerous methods of selling to customers including
Direct Sales, Telemarketing, the Internet, and IVR?
7.
Does it provide facilities for integrated team selling including Head ofice Sales
Managers, Area Ofice Sales Oficers, and Channel Partner Sales Manager?
(
Continued
)
