Customer reference program
- Customer reference program
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Customer Reference Program (CRP) is a business function frequently found in large business-to-business organizations. Customer Reference Program managers are responsible for gathering and fulfilling requests for references to help Sales people obtain new clients and provide proof of customer success stories for Industry Analysts and the media.
Description
Customer references (testimonials) are important as buyers frequently seek peer advice in purchasing high value products and services in both business to business and consumer environments. A well coordinated Customer Reference Program results in:
•Less time spent by sales representatives searching for suitable customer references.
•Avoiding overusing and under using valuable customer references.
•Gaps being filled for customer references in certain industries/products/geographies.
•Faster customer reference fulfillment time enabling a reduction in sales cycles.
Therefore its essential to establish a dedicated co-ordinator, organizational processes and a computer system to manage customer references.
References
External links
Wikimedia Foundation.
2010.
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