Search results

This interactive workbook describes the principles and techniques of marketing in a way that business people and students can understand and apply to all business activities. Divided into two sections, Part 1 looks at the principles and components of marketing, the internal and external audits, research, targeting forecasting and communications. Part 2 is an easy to use planning manual which guides the user through the production of a comprehensive marketing plan for a variety of products and sa...

Managing Sustainability is a comprehensive guide to governing, leading, and managing a successful sustainability-focused business. Being a socially and environmentally responsible business is a worthy goal for many people; however, turning the goal into reality is a daunting process. This book takes a clear and practical approach to the “nuts-and-bolt” of achieving this goal, and covers steps to be taken by directors and executives to create and implement appropriate strategies, policies, and m...

The author shows how the organization, structure and motivation of the sales team are all critical to success. Examples of job descriptions, commission schemes and disciplinary proceedures are given. The book also covers organizing the office and managing time.

Christina Schwabenland's book is based on extensive research into stories told by people working in voluntary organizations in the UK and in India. With a view to social change, the author employs hermeneutic methods to explore how stories create and sustain meaning and how storytelling contributes to the making and remaking of our social world. Specific topics addressed in the book include the role of storytelling in starting a new organization, managing hope and despair, empowering participato...

Uniform Across-the-Board Promotions (UABPs) are characterized by retailers offering a uniform discount on the entire assortment (e.g. 20% on every article) to their customers. This latest form of promotion has gained massive popularity among retailers and consumers in recent times. This book analyses their impact on short- and long-term retailer performance and consumer shopping behaviour by applying state-of-the art marketing research methods. Furthermore this book provides guidance for retail...

The number one issue for financial professionals is capacity. What is the number one way to constantly build capacity in your financial services business? What blind spot is holding you back from achieving more? Does it seem there is never enough time to grow? It's time for you to implement the missing practice management processes into your financial business so you can build your ideal business. Based on extensive financial industry practice management research, proven marketing strategies...

Here is a complete library of direct marketing (DM) wisdom in a concise and convenient format. The culmination of 40 years of DM experience, it presents more than 1,000 time-tested ideas that encompass every aspect of the field - including list selection, mailing piece development, card decks, package strategies, and many more. These practical and imaginative rules of thumb, compiled by an acknowledged dean of direct marketing, will help every marketer improve efficiency, judge performance, boos...

The purpose of this research project is to contribute to effective retail by determining the impacts of the elements of retail marketing interventions on sales performance in franchises and branches. The approach comprises a series of complementary surveys of franchisees, branch managers, shop visitors and customers. This is enriched with secondary data and sector-specific structural detail to determine the direct and mediating effects of retail marketing on sales performance. Through factor ana...

Top executives in international marketing and marketing professors give hands-on theoretical insights and practical guidelines for the most relevant problems in international marketing. The book is structured by easily accessible marketing catchwords and contains one in-depth, compact article per catchword.

What actually is marketing? Many people think of marketing as only sales and advertising because every day we are bombarded with TV commercials, flyers, catalogues, sales calls, and commercial e-mail. However, selling and advertising are only one element of marketing. Today, marketing must be understood not in the old sense of making a sale but in a contemporary and holistic sense of satisfying customer needs. In this book the authors develop the Quintessential Marketing Arena by following the...

As the Account Manager for Original Equipment Manufacturers (OEMs) for Microsoft, Doug Dayton was responsible for closing over 40% of the company's OEM business. He developed a unique, powerful sales system -- known as "Client-Centered" selling -- that helped him transform Microsoft's sales force into one of the most effective organizations in sales history. Along with his insider's look at what worked for Microsoft, Doug Dayton provides invaluable advice for any sales person: - Proven communica...

This book presents a step-by-step process that you can use to evaluate your current sales and marketing efforts, develop a clear, concise and complete marketing strategy that fits your customer''s needs.'

Creative Marketing has been written in response to the continued failure to address the theory/practice gap in marketing management. The art world is full of creativity, yet existing marketing theory continues to prescribe formulaic, stepwise processes for marketing success. Rather than perpetuating the belief in the value of traditional marketing frameworks, this book draws on a diverse range of disciplines to inspire entrepreneurial thinking and practice among those marketers who wish to push...

Presents a collection of key international articles in sales management with commentary from the editors. Covering the newer issues of business to business marketing, database marketing, customer service, direct selling, technological developments, interpersonal communication and precision marketing, the text shows not only how to manage these various facets of sales management effectively, but also how they can impact on the health of the business as a whole.

For courses in International Marketing and Global Marketing. This is the leading MBA text in international marketing-with comprehensive cases. *NEW- Chapter on Global e.marketing. - Students see impact of e-commerce on global marketing. *NEW- New Cases. Kodak vs. Fuji, Education of an Expatriate, CEAC-China and Ascom Hasler, Inc. - Provides students with new cases and teaching notes that refresh and update course. *Classic cases. Such as Harley Davidson, Parker Pen, etc. - These classic cases...

The cultural and media studies perspectives on the technology of electronic consumer profiling.In this book Greg Elmer brings the perspectives of cultural and media studies to the subject of consumer profiling and feedback technology in the digital economy. He examines the multiplicity of processes that monitor consumers and automatically collect, store, and cross-reference personal information. When we buy a book at Amazon.com or a kayak from L.L. Bean, our transactions are recorded, stored, an...

This book is a roadmap to help organizations adopt corporate responsibility and sustainability practices and be fit for purpose in a digital era. It explains why corporate responsibility is the only option in the twenty-first-century post-COVID-19 world, and guides readers through the process of transforming their organizations with continued reference to the importance of technology. This is not a technical manual, and it is not an academic textbook: it is designed to be a quick, easily digest...

Providing the skills and systems necessary for successful selling, whether starting in sales or accelerating to a new plateau, this book helps the reader in seven steps: organizational preparation, gaining product expertise, finding emotional motives, three-part objection process, prospect action system, overcoming road blocks, and self-motivation. Other books by the author include "Your Pursuit of Profit" and "Secrets of the World's Top Sales Performers".

“WHAT THE MIND CAN CONCEIVE AND BELIEVE, THE MIND CAN ACHIEVE.” —NAPOLEON HILL A USER'S GUIDE TO APPLYING NAPOLEON HILL'S SUCCESS PRINCIPLES! In this breakthrough new book, the world's foremost expert on Napoleon Hill, Don M. Green, distills the essence of Hill’s world-famous success principles: NAPOLEON HILL'S SECRET.  In a word, that secret is “Action.” According to Don Green, who is also the Executive Director of the Napoleon Hill Foundation, if you can master this concept, you truly ca...