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Measuring and managing customer profitability / by Gary Cokins

By: Cokins, Gary.
Series: Strategic Finance.Publisher: USA, Institute of Management Accountants, Edition: 97 (2), February 2015.Description: 23-29, 7 pages.Subject(s): Customer relationships | Chief financial officers | Marketing | Activity based costing | ProfitsOnline resources: Download from Online Journals Summary: Examines customer profitability, stating that suppliers should shift their focus from service differentiation towards acquiring new profitable customers with a similar profile to their existing ones. Describes how to enact effective activity based costing, explaining that CFOs need to expand their function beyond financial accounting to help sales and marketing target more attractive customers.
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Examines customer profitability, stating that suppliers should shift their focus from service differentiation towards acquiring new profitable customers with a similar profile to their existing ones. Describes how to enact effective activity based costing, explaining that CFOs need to expand their function beyond financial accounting to help sales and marketing target more attractive customers.

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