Can customer relationship management (CRM) systems and revenue management systems (RMS) recommend not selling a particular product to certain customers? If so, why; if not, why not?
What will be an ideal response?
Yes, CRM and RMS can recommend ignoring certain customers or not selling a bundle of products to a particular set of customers. Part of this effort involves identifying lifelong customer profitability. These approaches rely heavily on forecasting techniques, which are typically described as predictive analytics. These systems attempt to predict who their best (i.e., most profitable) customers (and worst ones as well) are and focus on identifying products and services–or none at all–at appropriate prices to appeal to them.
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