CNM^® Tools are Customer Needs Management tools which integrate sales and marketing operations with customer behaviors.

        These tools have two layers of data:

• The first layer is about traditional hard-and-cold customer and sales information;
• The second layer reflects the soft-and-dynamic customer behavioral data.

        CNM^® Tools combine these hard and soft data within the value-exchange framework to gain action insights for effective customer interaction and management purposes.

        CNM^® Tools helps convert exchange behavior knowledge into results-oriented practices of sales organization and accumulate the customer behavioral data at corporate level for continuous improvement.

        1. Core Functions of CNM^® Tools:

• Customer Relationship Management
• Sales Opportunity Management
• CAP (Customized Action Plan) Management
• Competition Management
• Sales Forecasting Management
• Sales Performance Management
• Sales Management By Objectives
• Sales and Business Planning

        2. Key Values of CNM^® Tools:

• Single framework, multiple applications
• Concise language, no misunderstanding
• Key words input, easy-to-use
• Inherent logic to safeguard accurate input
• Insightful outputs, clear action implications
• ABC (activity-based costing) facilitator
• Comprehensive performance pictures, not just the here and now sales figures
• Effective internal communications, no more fluffy speculations
• Systemized customer knowledge, smooth personnel handovers
• Not just number-crunching exercise in forecasting and business planning, but breathe life into numbers with customer behaviors

        3. Versions of CNM^® Tools:

• Server-based software
• Excel working templates