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... Design/methodology/approach: Data was collected to test the model using a web-based survey, and empirical analyseswere performed using SEM. Findings: The analytical results demonstrated that customer interface quality and perceived security positively affected customer satisfaction and switching cos ...
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... interview I conducted as part of the research on which this book is based. “There is a lot of supply and a lack of demand,” Hines said. “What we base our marketing on, is that people don’t need to do business with us.” The same is true in virtually every market and industry sector in today’s economy ...
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Sales process engineering

Sales process engineering is the engineering of better sales processes. It is thus the quest to design better ways of selling, making salespeople's efforts more productive. It has been described as ""the systematic application of scientific and mathematical principles to achieve the practical goals of a particular sales process"". Selden pointed out that in this context, sales referred to the output of a process involving a variety of functions across an organization, and not that of a ""sales department"" alone. Primary areas of application span functions including sales, marketing, and customer service.
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