Customer Relationship Management Systems is an overview of author, Petersen's, experience in the field of strategic planning and the implementation of automation projects. This book will show you how to identify sources of justification for you project, determine readiness of your organization for the initiative, and much more.... [ read more ]
Offers a good introduction to the new thinking about market research. It's a handbook of the latest trends, strategies, and techniques of marketing in today's global community. Blackwell illustrates his points with examples from companies that already employ such practices, including Kinko's, The Limited, and Banc One Corporation. ... [ read more ]
Managing by the Numbers offers a practical and accessible way to finance anxiety. With step-by-step examples and a glossary of terms and concepts, this book shows you how to manage the three bottom lines of business financial performance: net profit, operation cash flow, and return on assets.... [ read more ]
This book shows how to perform efficient and cost-effective market research using the Internet and online databases. Learn how to conduct economical research using archives, services, and new retrieval systems, and compare the different databases available on competing networks through this coverage, which will prove essential for any involved in business research.... [ read more ]
"Secrets of the Master Sales Managers" is a sales guide that will teach you how to recruit and select new reps, train effectively and efficiently, motivate through coaching, reviews, and incentives, handle sales reports, communications, and meetings, and much more. ... [ read more ]
This book tells how to acquire the data needed to identify and profile the best customers and prospects.... [ read more ]
High Impact Sales Force Automation will show you how to minimize cost, maximize sales productivity, and enhance customer service in today's competitive climate. With this hands-on guide to implementing the latest computer technology in sales and marketing, this book is perfect for anyone in sales.... [ read more ]
This book goes beyond basic definitions to give detailed explanations. Useful appendixes include questions to ask when seeking someone to build or maintain a list.... [ read more ]
"Taking Charge of Change" explores why getting things to change is so hard. This book contains the diagnostic tools managers need to assess their need for change, and the tool kit needed to implement these changes.... [ read more ]
This book provides insights into the relationship between strategic planning and marketing and provides tools to segment and define markets.... [ read more ]
Lead author Denny Hatch, founded Who's Mailing What newsletter and is consulting editor for Target Marketing magazine.... [ read more ]
The New Solution shows readers how to apply the Solution Selling method. This book includes completely updated Solution Selling sales process, principles, and management systems, new toolds designed to increase the quantity and quality of opportunities, new techniques for improving forecasting accuracy, and much more.... [ read more ]
Explains database marketing from the customer's point-of-view, rather than from the seller's.... [ read more ]
"StrikingItRich.com" explores companies who have been successful without the publicity. This book includes a guide that will show you guaranteed ways to get visitors to your website, what to expect when building a website, techniques for getting top rankings in search engines, how to get free links to your website, and much more. This book is good for any entrepreneur.... [ read more ]
Contains summaries of advanced research techniques. Also included in this volume are 10 papers contributed by marketing/social psychology professor Richard P Bagozzi.... [ read more ]
"The Constant Consumer" looks at the consumer patterns of the baby-boomer demographic as a jumping point to its claim that traditional age-base demopgraphic profiling is off the mark. This book will help you increase sales by understanding what consistently drives consumer spending decisions and enhances market shares by speaking to shared values and not just past actions. This book is perfect for people in management positions anywhere.... [ read more ]
This book helps direct marketers understand today's families and how they differ from families of past decades. It explores how purchase decisions are made and how individual family members influence those decisions.... [ read more ]
Heat Up Your Cold Calls is a guide for today's marketers and sales professionals. It gives you new and highly effective ways for pursuing new prospects by phone. This book gives you the tactics you need for using e-mail and authored articles to set the stage for the initial cold call, strategies for creating a positive and memorable first impression with voice mail messages, and much more. ... [ read more ]
Shows marketers and business managers how to take advantage of the countless opportunities new technologies have made available to them.... [ read more ]
Explores the concept of marketing to seniors. Dozens of sample advertisements geared towards seniors help to illustrate Mr. Lewis' points. This book is oriented towards copywriters, whether they be self-employed, advertising agency employees, or simply businesspeople who want advertise to seniors.... [ read more ]
"Seminar Selling" is a guide for financial services professionals that shows how to conduct profitable seminars. It demonstrates how to attract motivated clients, increase sales, and expand your client base. It includes detailed descriptions of the most effective ways to market a seminar, suggestions for visual aids and handout materials, as well as tips for handling Q & A, so that the audience views you as a reliable source. This book is great for anyone who handles seminars.... [ read more ]
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach.... [ read more ]
Offers insights into senior psychology that are intended to help financial services marketers create marketing strategies targeted to the mature market.... [ read more ]
High Performance Sales Organizations provides strategies (including training and coaching) to revolutionize customer-supplier relationships.... [ read more ]
Tailored to the limited budget, this book tells how to use all direct marketing media, including mail order, telemarketing, radio and TV, newsletters, and print advertising. Includes strategies for identifying market niches and creating a direct mail database. 290 pp. John Wiley & Sons. $16.95; through Amazon.com, $13.56.... [ read more ]
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