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Chinese Journal of Management Science ›› 2005, Vol. ›› Issue (2): 70-75.

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Research on Sales Funnel Model that Supporting Customer Identification and Retain

CAI Shu-qin, YU You-ping, WANG Qing-guo   

  1. Institute of Enterprise Business Intelligence, School of Management, Huazhong Univ.of Sci.& Tech., Wuhan 430074, China
  • Received:2004-08-31 Revised:2005-03-13 Online:2005-04-28 Published:2012-03-07

Abstract: This paper analyses the problems that exist in current research of identification and retain of customers,proposes the sales funnel model(SFM)that can well consider the dynamic environments and integration of relative functions,brings forward the description of the model and framework of the supporting system.A case study was given and ended with discussion.

Key words: customer relationship management(CRM), sales funnel model(SFM), customer identification, customer retain

CLC Number: