Examinando por Autor "Merzthal, Jorge"

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Directrices para la implementación de la ONU modelo de gestión de la relación con el cliente en el sector industrial: Caso Damera
(Universidad Icesi, 2015-10-01) Merzthal, Jorge; Wakabayashi, José Luis
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.).