TY  - JOUR 
TI  - Directrices para la implementación de la ONU modelo de gestión de la relación con el cliente en el sector industrial: Caso Damera
PB  - Universidad Icesi
PY  - 2015
issn 01235923
AB  - The goal of the research is to generate profitable logistics and commercial strategies using a top-down
methodology, based on financial statements to close identified gaps in the cost-to-serve for emerging
markets. The methodology has three phases and 12 steps that align strategy, scope, processes and
activity-based costing with the segmentation of profitable, marginal and non-profitable accounts to
increase profitability. A set of tools is proposed to prioritize customer attention and to define ideal
logistics/commercial strategies for the objects of the study (products clients, etc.).
KW  - Producción intelectual registrada - Universidad Icesi
KW  - Clientes
KW  - Estrategia
KW  - Empresas industriales
KW  - Mercado
KW  - Methodology
UR  - http://www.icesi.edu.co/revistas/index.php/estudios_gerenciales/article/view/2135
ER  -