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This study text is applicable for the December 2001 and June 2002 examinations. Features include: CIM syllabus; guidance notes extracts; scene-setting chapter introductions; key concepts; action programmes; chapter round-ups; and "marketing at work" real-life examples. BPP liaise closely with the senior examiners to ensure that the study texts contain complete syllabus coverage. This edition has been updated in the light of an in-depth review by the CIM.

Public Speaking Laws of Success outlines the laws of public speaking in an engaging and compelling manner and is a reminder of key points that are easy to remember, are actionable, and are applicable. In a business and career context, public speaking can help people's perception of the individual, their career prospects, and open the door to various opportunities. Public Speaking Laws of Success is for every person who is speaking in public, putting an event together, working with speakers, or...

The Bottom Line Sales are the lifeline to your bottom line. To succeed in sales, you need to do the opposite of selling. Most organizations today realize the economy has brought on a shift from selling during the boom times to attracting, engaging, and empowering the new economy of buyers to buy. One absolute fact is that traditional and consultative sales methods no longer work. Businesses are experiencing slower sales, sales cycles are too long, sales professionals lose control of the sales...

Marketing. Everyone knows it's really hard to do well and marketers have never been under so much pressure. More questions are being asked about value and effectiveness than ever before. We live in a world of turbulence and flux. This book gives you the tools and the motivation to deal with this change and to go out and be described as a brilliant marketer. Brilliant Marketing answers key questions such as: What is a brand? What is marketing and how is it changing? What is good, what is...

This practice and revision kit focuses on promotional practice. It is part of a range of CIM kits launched in 1994. Throughout that period, the range has been developed, adding new features whilst ensuring the material remains focused on the CIM exams. All texts carry the full recommendation of the CIM examiners.

This study text focuses on the marketing environment. It is part of a range of CIM study texts launched in 1991, with practice and revision kits added in 1994. Throughout that period, the range has been developed, adding new features whilst ensuring the material remains focused on the CIM exams. All texts carry the full recommendation of the CIM examiners.

How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The book introduces The Client Management Model to enable firms to assess their level of Client orientation and relationship development. It also features The Client Management Index which enables firms to benchmark their result against their peers. Many firms are still developing and improving their commercial s...

In recent years, developing a value proposition has become a primary consideration for businesses. A value proposition is a business or marketing statement that summarises why a customer should buy a particular product or service - highlighting the benefits, costs and value that a company can deliver to prospective customers and customer segments, and demonstrating the advantages over any competitors. Value Propositions to Sales Propositions provides guidance for business leaders - demonstrat...

A service can be defined as any activity or benefit that one party can offer to another, which is essentially intangible and does not result in the ownership of anything. Services encompass a very wide range of activities e.g health care, education, tourism, insurance and finance. This is the second edition of a very successful book written by one of the leading writers and researchers in services marketing and management. The most important change in this new edition is a greater emphasis on th...

This book guides the reader from the building blocks of revenue management, to pricing science and merchandising, and to broader issues of setting objectives in support of a revenue strategy. The discipline is evolving, and that evolution has been accelerated by the COVID-19 pandemic. Leaders in hotel revenue management, and more broadly in sales & marketing, need to understand these changes, and lead and adapt accordingly. This will require a strong foundation in analytics - not just modelin...

This great value multipack contains Kotler: Principles of Marketing 10e (ISBN: 0131212761) and Bamossy: Consumer Behaviour (ISBN 027365182X).