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Exceptional Service, Exceptional Profit: The Secrets of Building a Five-Star Customer Service Organization

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en Limba Engleză Carte Hardback – 16 May 2010
In a tight market, your most powerful growth engine and your best protection from competitive inroads is this: put every thing you can into cultivating true customer loyalty. Loyal customers are less sensitive to price competition, more forgiving of small glitches and ultimately, become “walking billboards” who will happily promote your brand. In Exceptional Service, Exceptional Profit, insiders Leonardo Inghilleri and Micah Solomon reveal the secrets of providing online and offline customer service so superior it nearly guarantees loyalty. Their anticipatory customer service approach was first developed at The Ritz-Carlton as well as at Solomon’s company Oasis and has since proven itself in countless companies around the globe from luxury giant BVLGARI to value-sensitive auto parts leader Carquest and everywhere in between. Now, readers can take the techniques that minted money for these brands and apply them directly to their own businesses. As Ken Blanchard writes, “Leonardo and Micah’s philo sophies, rules and winning examples of service excellence will make you want to implement their suggestions immediately in your own organization.”
Filled with detailed, behind-the-scenes examples, the book unlocks a new level of customer relationship that leaves your competitors in the dust, your customers coming back day after day and your bottom line looking better than it ever has before.
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Specificații

ISBN-13: 9780814415382
ISBN-10: 0814415385
Pagini: 192
Dimensiuni: 62 x 90 x 8 mm
Greutate: 0.00 kg
Ediția: Specială
Editura: McGraw Hill Education
Colecția Amacom
Locul publicării: Nashville, United States

Cuprins

Contents


Special Features xi
Acknowledgments xiii
Foreword by Horst Schulze xv

Introduction:
The Only Shop in the Marketplace 1

Chapter One:
The Engineer on the Ladder: Reaching for the Highest
Level of Service 4

Chapter Two:
The Four Elements of Customer Satisfaction:
Perfect Product, Caring Delivery, Timeliness, and an
Effective Problem Resolution Process 7

Chapter Three:
Language Engineering: Every. Word. Counts. 14

Chapter Four:
Recovery! Turning Service Failures Around 26

Chapter Five:
Keeping Track to Bring Them Back: Tracking Customer
Roles, Goals, and Preferences 45

Chapter Six:
Building Anticipation Into Your Products and Services:
Putting Processes to Work for You 59

Chapter Seven:
Your People: Selection, Orientation, Training, and
Reinforcement 84

Chapter Eight:
Leadership: Guiding the Customer-Centered
Organization 101

Chapter Nine:
What’s Worth it, and What’s Not? Pointers on Value,
Costs, and Pricing 108

Chapter Ten:
Building Customer Loyalty Online: Using the Internet’s
Power to Serve Your Customers and Your Goals 115

Chapter Eleven:
Hello/Good-Bye: Two Crucial Moments with a

Appendixes 145

Appendix A:
Oasis Disc Manufacturing: Customer and Phone
Interaction Guidelines and Lexicon Excerpts 147

Appendix B:
CARQUEST Standards of Service Excellence 153

Appendix C:
Capella Hotels and Resorts ‘‘Canon Card’’: Service
Standards and Operating Philosophy 155
Notes 159
Index 162