Not all customers are created equally. Some customers require significant marketing spending, which may exceed their profit contribution and may limit their lifetime value. An effective selling strategy requires the estimation of the lifetime value for each of the salesperson’s customers as well as deep knowledge about the customer’s business. Therefore, this learning unit will help salespeople to evaluate the long-term value of their customers and understand their business needs and opportunities. 

• Administrator: Sylvie Debaty
• Administrator: Frédérique Pedreno
• Administrator: Cécile Rébillard
• Administrator: Admin User
• Administrator: Eric Villard