Background Note | HBS Case Collection | March 2003

Managing a Customer Relationship Over Time

by Das Narayandas

Abstract

Describes the different ways in which vendors can sell a portfolio of products to industrial customers.

Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry;

Citation:

Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.