BUSINESS, MERCHANTS, PRICING, RAPID prototyping, INDEPENDENT sales organizations, and POINT-of-sale systems
The article provides tips for independent sales organization's(ISO) survival. It states that one must identify the product which pose an attrition to merchant base. It mentions that before adding a product, one must insist on talking to merchants who already use it. One must read all terms and conditions, pricing models funding limits and hold periods. It mentions that though there are more products and services are there to consider, some are massively disruptive.
DATABASE design, DATABASE marketing, PRODUCT lines, and QUERY languages (Computer science)
The author addresses the difficulty of designing sales and marketing databases. He observes that there is a huge opportunity to drive more usage across product lines rather than push single products to individual customers. He explains the problem with correlating browsing with buying. He suggests that scenario and query prototyping should be standard operating procedure.
American Banker. 11/21/1997, Vol. 162 Issue 225, p14. 2p. 1 Black and White Photograph.
MARKETING, BANKING industry, and TECHNOLOGICAL innovations
Opinion. Looks at the use of data-driven marketing as a tool for attracting and retaining customers in a major retail bank in the United States. Hurdles faced by an executive in persuading the bank's telemarketing center to use a data-driven approach; Creation of an initiative to improve telemarketing's sales productivity; Benefits from the prototyping effort.
American Banker. 9/9/1997, Vol. 162 Issue 173, p30. 4/9p.
Opinion. Focuses on the concept of strategic customer targeting in banking. Two elements encompassing the concept; Steps in rapid prototyping; Features of cross-selling; Problems commonly encountered in customer targeting.