1 Customer Relationship Management Instructor s Edition Australia Canada Mexico Singapore Spain United Kingdom United States
2 Customer Relationship Management VP and GM of Courseware: Series Product Managers: Developmental Editor: Project Editor: Series Designer: Cover Designer: Michael Springer Caryl Bahner-Guhin and Adam A. Wilcox Linda K. Long Geraldine Martin Adam A. Wilcox Steve Deschene COPYRIGHT 2003 Course Technology, a division of Thomson Learning. Thomson Learning is a trademark used herein under license. ALL RIGHTS RESERVED. No part of this work may be reproduced, transcribed, or used in any form or by any means graphic, electronic, or mechanical, including photocopying, recording, taping, Web distribution, or information storage and retrieval systems without the prior written permission of the publisher. For more information contact: Course Technology 25 Thomson Place Boston, MA Or find us on the Web at: For permission to use material from this text or product, contact us by Web: Phone: Fax: Trademarks Course ILT is a trademark of Course Technology. Some of the product names and company names used in this book have been used for identification purposes only and may be trademarks or registered trademarks of their respective manufacturers and sellers. Disclaimer Course Technology reserves the right to revise this publication and make changes from time to time in its content without notice. ISBN Printed in the United States of America PM
3 Contents Introduction iii Topic A: About the manual... iv Topic B: Setting student expectations... viii Topic C: Classroom setup...x Topic D: Support... xi Customer loyalty 1-1 Topic A: Customer loyalty Topic B: Market intelligence enterprise Unit summary: Customer loyalty CRM basics 2-1 Topic A: Customer information Topic B: A CRM program Unit summary: CRM basics Preparations for CRM 3-1 Topic A: CRM and expenditures Topic B: Implementation planning Unit summary: Preparations for CRM CRM implementation 4-1 Topic A: CRM implementation preparation Topic B: The implementation process Unit summary: CRM implementation ecrm 5-1 Topic A: ecrm fundamentals Topic B: ecrm and automation Unit summary: ecrm ecrm customization and goals 6-1 Topic A: ecrm customization Topic B: ecrm goals Unit summary: ecrm customization and goals Course summary S-1 Topic A: Course summary...s-2 Topic B: Continued learning after class...s-3 Glossary G-1 Index I-1
4 ii Customer Relationship Management
5 Customer Relationship Management Introduction iii After reading this introduction, you will know how to: A Use Course Technology ILT manuals in general. B Use prerequisites, a target student description, course objectives, and a skills inventory to properly set students expectations for the course. C Get support for setting up and teaching this course.
6 iv Customer Relationship Management Topic A: About the manual Course Technology ILT philosophy Our goal at Course Technology is to make you, the instructor, as successful as possible. To that end, our manuals facilitate students learning by providing structured interaction with the subject itself. While we provide text to help you explain concepts, the activities are the focus of our courses. Leading the students through these activities will teach the concepts effectively. We believe strongly in the instructor-led classroom. For many students, having a thinking, feeling instructor in front of them will always be the most comfortable way to learn. Because the students focus should be on you, our manuals are designed and written to facilitate your interaction with the students, and not to call attention to manuals themselves. We believe in the basic approach of setting expectations, then teaching, and providing summary and review afterwards. For this reason, lessons begin with objectives and end with summaries. We also provide overall course objectives and a course summary to provide both an introduction to and closure on the entire course. Our goal is your success. We encourage your feedback in helping us to continually improve our manuals to meet your needs. Manual components The manuals contain these major components: Table of contents Introduction Units Course summary Glossary Index Each element is described below. Table of contents The table of contents acts as a learning roadmap for you and the students. Introduction The introduction contains information about our training philosophy and our manual components, features, and conventions. It contains descriptions of the target student, objectives, and setup for the course. The introduction also contains support information.
7 Introduction v Units Units are the largest structural component of the actual course content. A unit begins with a title page that lists objectives for each major subdivision, or topic, within the unit. Within each topic, conceptual and explanatory information alternates with activities. Units conclude with a summary comprising one paragraph for each topic, and an independent practice activity that gives students an opportunity to practice the skills they ve learned. The conceptual information takes the form of text paragraphs, exhibits, lists, and tables. The activities are structured in two columns, one telling students what to do, the other providing explanations, descriptions, and graphics. Throughout a unit, instructor notes are found in the left margin. Course summary This section provides a text summary of the entire course. It is useful for providing closure at the end of the course. The course summary also indicates the next course in this series, if there is one, and lists additional resources students might find useful as they continue to learn about the subject. Glossary The glossary provides definitions for all of the key terms used in this course. Index The index enables you and the students to quickly find information about a particular topic or concept in the course.
8 vi Instructor notes. Warnings prepare instructors for potential classroom management problems. Tips give extra information the instructor can share with students. Setup instructor notes give a context for instructors to share with students. Customer Relationship Management Manual conventions We ve tried to keep the number of elements and the types of formatting to a minimum in the manuals. We think this aids in clarity and makes the manuals more elegant looking. But there are some conventions and icons you should know about. Convention/icon Italic text Bold text Code font Description In conceptual text, indicates a new term or feature. In unit summaries, indicates a key term or concept. Indicates code or syntax. In the left margin, provide tips, hints, and warnings for the instructor. Next to an instructor note, indicates a warning for the instructor. Next to an instructor note, indicates a tip the instructor can share with students. Next to an instructor note, indicates a setup the instructor can use before delivering a step or activity.
9 Introduction vii Activities The activities are the most important parts of our manuals. They are usually divided into two columns, with questions or concepts on the left and answers and explanations on the right. To the far left, instructor notes provide tips, warnings, setups, and other information for the instructor only. Here s a sample: Do it! A-1: Steps for brainstorming Exercise 1 Sequence the steps for brainstorming. Begin generating ideas. Select the purpose. Organize for the session. Ask questions and clarify ideas. Review the rules. Select the purpose. Organize for the session. Review the rules. Begin generating ideas. Ask questions and clarify ideas. PowerPoint presentations To assist in your presentation and provide students with a visual focus, there is a PowerPoint presentation file to accompany each unit. Each presentation begins with a list of unit objectives and finishes with a unit summary slide. Display the slide show from the instructor's station as you present the course materials. A copy of PowerPoint Viewer is included, so you do not need to have PowerPoint software installed.
10 viii Customer Relationship Management Topic B: Setting student expectations Properly setting students expectations is essential to your success. This topic will help you do that by providing: A description of the target student at whom the course is aimed A list of the objectives for the course A skills assessment for the course Target student The typical students of this course will be managers, supervisors, or team leaders who need to learn how to manage customers effectively. Course objectives You should share these overall course objectives with your students at the beginning of the day. This will give the students an idea about what to expect, and will also help you identify students who might be misplaced. Students are considered misplaced when they lack the prerequisite knowledge or when they already know most of the subject matter to be covered. After completing this course, students will know how to: Identify the benefits of loyal customers, create loyal customers, develop customer relationships, and implement the goals of a market intelligent enterprise. Identify the goals and types of customer relationship management, and develop a customer relationship management program. Manage and reduce costs associated with CRM implementation, and plan a CRM implementation. Redesign work processes, identify reasons for implementing CRM in stages, and implement CRM. Identify the features and disadvantages of ecrm, and automate CRM through ecrm. Customize ecrm and achieve CRM goals through ecrm
11 Skills inventory Introduction ix Use the following form to gauge students skill level entering the class (students have copies in the introductions of their student manuals). For each skill listed, have students rate their familiarity from 1 to 5, with five being the most familiar. Emphasize that this is not a test. Rather, it is intended to provide students with an idea of where they re starting from at the beginning of class. If a student is wholly unfamiliar with all the skills, he or she might not be ready for the class. A student who seems to understand all of the skills, on the other hand, might need to move on to the next course in the series. Skill Identifying the benefits of customer loyalty Creating loyal customers Developing customer relationships Implementing MIE goals Identifying CRM types Identifying CRM goals Developing a CRM program Managing and reducing costs associated with CRM implementation Planning a CRM implementation Redesigning work processes Identifying reasons for implementing CRM in stages Implementing CRM Identifying the features of ecrm Identifying the disadvantages of ecrm Automating CRM through ecrm Customizing ecrm Achieving CRM goals through ecrm
12 x Customer Relationship Management Topic C: Classroom setup In addition to a manual, each student should be provided with a pad and pens or pencils for jotting down notes questions. Students should have a comfortable place to sit and ample table space to spread out their materials. Computer requirements If you wish to use the PowerPoint presentation, you ll need the following: A Pentium-class or higher computer A keyboard and a mouse Windows 98, NT, 2000, or XP A minimum of 32 MB of RAM, depending on your operating system CD-ROM drive A Super-VGA monitor An overhead monitor projector PowerPoint 2000 or later, or PowerPoint Viewer Classroom requirements A white board or flip chart and markers Slips of paper, depending on the number of students A printout of the CSF_evaluation.doc for each student First-time setup instructions The first time you teach this course, you will need to perform the following steps: 1 Download the PowerPoint presentations for the course to your computer. a Connect to b Click the link for Customer Service to display a page of course listings, and then click the link for Customer Relationship Management. c Click the link for downloading the PowerPoint files, and follow the instructions that appear on your screen. 2 Download the data for the course to your computer. a Connect to b Click the link for Customer Service to display a page of course listings, and then click the link for Customer Relationship Management. c Click the link for downloading the data disk files, and follow the instructions that appear on your screen. 3 Print copies of the data files to use as handouts during class.
13 Topic D: Support Introduction xi Your success is our primary concern. If you need help setting up this class or teaching a particular unit, topic, or activity, please don t hesitate to get in touch with us. Please have the name of the course available when you call, and be as specific as possible about the kind of help you need. Phone support You can call for support 24 hours a day at (888) If you do not connect to a live operator, you can leave a message, and we pledge to return your call within 24 hours (except on Saturday and Sunday). Web-based support The Course ILT Web site provides several instructor s tools for each course, including course outlines and answers to frequently asked questions. To download these files, go to
14 xii Customer Relationship Management
15 Unit 1 Customer loyalty Unit time: 85 minutes Complete this unit, and you ll know how to: A Identify the benefits of loyal customers, and create loyal customers. 1 1 B Develop customer relationships, and implement the goals of market intelligent enterprises.
16 1 2 Customer Relationship Management Topic A: Customer loyalty Explanation Loyal customers provide profitable contributions to your company. If you can achieve a high level of customer loyalty, then chances are your company will be profitable. Earning customer loyalty involves exceeding their expectations rather than merely satisfying their needs. To achieve customer loyalty, you need to have a long-term commitment to your customers, provide consistently good service, and build relationships with your customers over time. Essentially, the service you provide must make customers want to come back to your company. Benefits of loyal customers To create customer loyalty, you need to consider customers as your number one priority. For this, you must plan and implement a long-term service strategy. Your company can experience the following three benefits from customer loyalty. Increased spending Increased advertising Reduced costs Increased spending Loyal customers provide profitable contributions to your company because their spending accelerates over time. For example, in the automobile service industry, the average annual revenue per customer triples between the first and fifth year. If you offer a variety of products and services, potential exists for spending growth through crossselling and up-selling additional products and services. Customers usually purchase more goods and services from you if they are satisfied with their initial purchases. Increased advertising Because word-of-mouth advertising accounts for up to 50 percent of the purchases made, your organization must provide a service that customers want to talk about. By simply talking about your service, customers can reduce the amount of money you spend on advertising through media outlets. In addition, this form of advertising is considered more truthful than the advertisements created by the company. It is important to note that customers are more likely to talk about a bad experience than a good one. As a result, providing good service encourages your customers to spread positive messages about your organization. Reduced costs Loyal customers can reduce your organizational costs in four ways: A loyal customer base greatly reduces the need to acquire new customers because loyal customers are less likely to switch to a competitor. Loyal customers might be willing to pay slightly more for your service if they have established a strong relationship with your company. Acquiring new customers can cost six times more than maintaining the satisfaction of your current customers. Because loyal customers are familiar with your company and the services you offer, they need less assistance from employees.
17 Do it! A-1: Discussing the benefits of customer loyalty Select three pairs of students. Each pair will enact a role-play. Have the first pair of students play the roles of a customer and a sales rep. At the end, the instructor should summarize the point that loyal customers increase their spending. Have the second pair of students play the roles of Gary and Pierce. At the end, the instructor should summarize the point that loyal customers talk about the service of an organization. Exercises 1 Which of the following are the benefits of creating loyal customers? A B C D E F Loyal customers increase their spending. Loyal customers advertise your service. Loyal customers purchase expensive products. Loyal customers are innovative. Loyal customers reduce costs. Loyal customers don t care if your prices are the lowest. Customer loyalty Enact the following role-plays, and discuss the benefits of creating loyal customers. In the following scenario, a sales representative is trying to sell a competitor s washing machine to a loyal customer of Icon International. Customer: I want to buy an Icon washing machine. Sales rep: Why Icon s? Customer: I m using other appliances from Icon and am more than satisfied with their quality and service. Sales rep: You know there are other companies offering the same features at a lower cost! Customer: Oh, that doesn t matter! I m ready to spend a little more for the quality and assurance that comes with Icon s products. In the following scenario, Pierce is talking to his friend, Gary. During their conversation, they discuss a washing machine that Pierce has recently purchased. Gary: What happened to the washing machine that you purchased? You said there was a scratch on it. Pierce: Yes there was, but I informed the customer service center of Icon International and they replaced it immediately. Gary: Did they charge extra for the service? Pierce: Of course not! Because the scratch occurred during transportation, they didn t charge a thing. Gary: Wow, that s great. Their service policy is really good, isn t it Pierce? Pierce: Of course, it s great! They consider their customers as the top priority and provide only quality products. This is the reason why I ve always insisted on buying Icon products.
18 1 4 Customer Relationship Management Have the third pair of students play the roles of customer and sales representative. At the end, the instructor should summarize the point that loyal customers reduce organizational costs. Explanation In the following scenario, the sales representative is trying to sell a competitor s washing machine to a loyal customer of Icon. Customer: So, what are you saying? Sales rep: I m just asking you to try it. It has many new features, which are not available in the Icon washing machine that you are using! Customer: I understand that some new features are available in your washing machine. But, I m just not interested! I feel that my washing machine is best suited to my needs. Besides, I m personally very impressed by Icon s customer service and have always believed in buying Icon products. Sales rep: Ok then, if you change your mind, please contact me. Customer: I don t think I will! However, if I do, I ll contact you. Thanks for your efforts. Create loyal customers To provide service that exceeds the expectations of customers and brings them back to your organization, you need to do the following: 1 Develop dedicated employees. 2 Make your service memorable. 3 Build relationships with your customers. Creating dedicated employees The first step in creating loyal customers is creating dedicated employees. To create dedicated employees, you need to do the following: Make a commitment to employee satisfaction. By improving employee satisfaction, employee turnover is reduced, so you spend less time training and replacing them. Hire employees with the right skills and attitude for customer service. If you hire employees who do not like working with people or feel that serving people is beneath them, then you cannot expect to mold them into successful customer service representatives. Provide employee training. This is critical in developing dedicated employees who can provide high levels of customer service. Every company needs a training plan that teaches new employees the skills that make them competent and empower them to face the challenges of their positions. Training should address new problems as well as changes in the needs of the customers. It should also enable current employees to refresh their skills. Training increases employee commitment to a company because they appreciate this form of support from the management. Training that helps employees sharpen their skills and take on new responsibilities also increases their levels of job satisfaction.
19 Customer loyalty 1 5 Recognize employees for their effort. Although employees are compensated for their work through wages or salaries, recognizing their efforts is important in terms of job satisfaction. Employees need to be motivated to do more than what is expected of them. It is this extra effort in service that exceeds the expectations of customers. This effort can only come from employees who care about their customers and are willing to satisfy them. These actions are usually not defined in job descriptions or service standards. By recognizing the achievements of your employees, you show how much you appreciate their work and efforts. This also increases their dedication further. The best way to sustain positive behavior is by recognizing and reinforcing it. For example, John, an employee in your company, volunteers to work on a project in addition to his normal work responsibilities. His manager can recognize and reinforce his behavior by calling attention to it during a staff meeting. The manager should communicate to everyone the importance and appreciation of employees volunteering for projects. This acknowledgment will not only encourage John to volunteer for more projects, but also encourage his co-workers to volunteer. If you want your customers to consistently receive exceptional service, you should motivate your employees by recognizing and reinforcing their positive behavior. Making your service memorable The second step in creating loyal customers is making your service memorable. This happens when you differentiate your products and services from your competitors. For this, you need to understand how the expectations of customers influence their perceptions of service. To analyze the quality of service that your organization provides, compare the level of service expected by customers to the level actually received. When a gap exists between what they expect and what they receive, as shown in Exhibit 1-1, customers view the service as poor. When they receive what they expect, customers judge the service as good. Exhibit 1-1: A graph indicating poor and good service
20 1 6 Customer Relationship Management Building relationships with your customers The third step in creating customer loyalty is building relationships with customers. It is important to recognize that your commitment to the customer must be the basis of this relationship. Your commitment to customer relationships will also help you to develop techniques to improve your level of service. If you do not recognize commitment as a foundation, most initiatives will end up becoming practices that are talked about, but not carried out. When managers take action to improve service, their focus is on how their employees interact with customers. Although the service that the front-line employees provide is important, managers should also examine their ability to provide what customers need. For example, a software company receives several complaints from customers because the customer service representatives do not spend enough time on the phone to solve their problems. The phone calls are brief because the customer service managers have implemented a policy that limits each customer phone call to 10 minutes. Although this policy was intended to decrease the cost per support call, it actually decreases overall customer satisfaction. The managers should re-examine the policy and make adjustments to make sure that customers receive the attention they need. The leaders of service teams must demonstrate their dedication to the customer. By treating employees as customers, the leaders should set an example for employees to follow. Several actions can build relationships with your customers: Empower employees to provide the best service possible. Make follow-up calls after service transactions. Survey customers to determine if they are happy with the service they received. Ask for customer opinions on possible improvements. Customer loyalty is an ongoing process. After creating it, you must continually monitor the ability of the company to build relationships with customers. To measure your progress, monitor the following items: The percentage of customers that stop doing business with you The amount of money spent by loyal customers over a specific number of years The ratio of customers who return to do business to those who do not return The benefits loyal customers have received from your organization through quality, time, and money
21 Do it! A-2: Creating loyal customers Play the first movie on the slide by clicking the picture. Have students discuss their answers to the questions. Play the second movie on the slide by clicking the picture. Have students discuss the answer to the question. Play the third movie on the slide by clicking the picture. Have students discuss their answers to the questions. Exercises 1 Sequence the steps for creating loyal customers. Communicate with employees Make your service memorable Motivate customers Build relationships with your customers Create dedicated employees Customer loyalty 1 7 Create dedicated employees. Make your service memorable. 2 Watch the movie and then discuss the following questions: Build relationships with your customers. Discuss the importance of employee training in increasing job satisfaction. Answers might include: Creates dedicated employees who can provide a high level of customer service Teaches employees new skills so that they feel competent and empowered in their positions Makes employees appreciate support from management Discuss ways to develop dedicated employees. Make a commitment to employee satisfaction Hire employees with the right skills and attitude for customer service Recognize employees for their effort 3 Watch the movie. Discuss the approach of the customer service representative in creating a memorable experience for the customer. The customer service representative was able to solve the customer s problem by replacing the original product and providing free shipping. The customer service representative created a memorable experience. 4 Watch the movie and then discuss the following: Discuss how the manager s follow-up call helped to build a relationship with the customer. By making a follow-up call, the manager was able to determine the level of customer satisfaction, as well as sell additional products to the customer. Discuss other ways to build relationships with customers. Empower employees to provide the best service possible Survey customers to determine whether they are happy with the service they received Ask customers about possible improvements
22 1 8 Customer Relationship Management Topic B: Market intelligence enterprise Explanation Marketing is the process of identifying what your customers want and developing methods to satisfy their needs. The marketing strategy of your organization can significantly contribute to its financial success. As a result, you should use a customized marketing process to establish relationships with your customers. These relationships are important because they facilitate honest feedback. This feedback measures how successful your organization is at meeting the needs of your customers. A market intelligence enterprise (MIE) is a company that focuses on reaching the most profitable customers to obtain a competitive gain over other companies. The direction of an MIE is the direction that such customers decide to take, and the main goal of an MIE is to know what customers want before they do. The result is a synergy in which the company profits and the customers are satisfied. Marketing tiers You can use the four tiers of marketing to facilitate the development of customer relationships. These include: Mass marketing Target marketing Customer marketing One-to-one marketing The tier structure enables the company to further narrow its customer focus. Mass marketing Mass marketing is the general and largest-reaching marketing tier. It entails executing major campaigns designed to reach a large number of customers and prospective customers. The company uses television, radio, magazine, newspaper, mail advertisements, and telephone solicitations to achieve mass marketing. Although mass marketing campaigns reach a multitude of people, the response from customers is low compared to the responses generated by other forms of marketing. This is because the audience is untargeted. Mass marketing focuses on the number of relationships developed and the number of purchases generated, not on the quality of relationships or the profit potential that the company gets from each customer. Target marketing Target marketing uses a form of focused mass marketing to advertise products and services. Its goal is to market products and services to a smaller customer base by focusing on customers who are most likely to respond positively to the marketing efforts. This customer base is determined by looking at past data, such as purchase histories.
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