The objective of this course is to acquaint the students with managing a company’s interactions with current and future customers.
Introduction to Customer Relationship Management : Concept, Significance of Customer Relationship Management, Customer Supplier Relationship, Customer Relationship Management Strategy, Customer Retention and Cross-selling
Building Customer Relationship Management: Customer acquisition, Customer Knowledge Management, Customer Interaction Management
Customer Relationship Management Process : Objectives of Customer Relationship Management Process, Customer Relationship Management Business Transformation, Call Centre Management
Customer Relationship Management Implementation : Implementing Customer Relationship Management, Sales Force Automation, Customisation, Integration of Customer Relationship Management with ERP system
Trends and Issues in Customer Relationship Management: Customer Relationship Management in e-business, Relationship Policy and Loyalty Programmes, Factors which influence the future of Customer Relationship Management, Roadblocks in Customer Relationship Management
• H. Peeru Mohammed, A Sagadevan, CRM ,Vikas Publishing House Pvt. Ltd
• Ed Peelen, CRM, Pearson
• Jill Dyche, The CRM handbook, Pearson
• Michael W Lowenstein,Customer Retention, Oxford University Press
• Sheth, Parvatiyar, Shainesh ,CRM, Tata Mc Graw Hill
• Barnes James G, Secrets of CRM, Mc Graw Hill
• Burnett Ken, The handbook of key CRM, Pearson Education
• Paul Greenberg, CRM at the speed of Light, Tata Mc Graw Hill
Links:
[1] https://www.management.iisuniv.ac.in/courses/subjects/customer-relationship-management-0
[2] https://www.management.iisuniv.ac.in/academic-year/2018-2019