This study, by Prof. James Oakley of Ohio State University, found a clear link between employee engagement and customer satisfaction, and customer satisfaction and profitability.... [ read more ]
A comprehensive handbook on advertising and sales promotion, covering strategic and tactical issues. Includes examples of creative advertising campaigns. The four parts of this textbook cover: Introduction to advertising and sales promotion, Communication strategy, Sales promotion strategy and Planning advertising and sales promotion.... [ read more ]
"You Can Negotiate Anything" explains the three crucial elements of negotiation and how to bargain successfully. ... [ read more ]
This study delves into the mechanics of sales incentive programs, providing managers with useful information to design successful sales initiatives at their own companies and providing their corporate decision makers with hard evidence. It found that properly structured programs can increase sales by at least 10 percent. ... [ read more ]
A summary of everything you need to know concerning the world of on-line business.... [ read more ]
Explores how marketers must look beyond traditional media to communicate with consumers in the changing field of advertising and promotion. Describes the shift from conventional methods to implementation of an integrated marketing communications strategy and reviews the promotional tools available to help make the transition.... [ read more ]
From Contact to Contract gives you easy to apply information on the world of sales. With 496 sales tips to do such things as generate more leads, close more deals, and exceed your goals, which will ultimely make you more money, this book is perfect for any salesperson.... [ read more ]
The definitive advertising and promotion management text for students at the MBA level. Emphasizes corporate communications and business products/services in addition to the traditional focus on consumer packaged goods.... [ read more ]
This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't.... [ read more ]
Explains the basics of a wide range of sales promotion techniques and makes suggestions for effective implementation.... [ read more ]
Marketing to Women focuses on the very vast and competative market of women. Author, Barletta, explains why companies should spend more money focusing the largest untapped market in the world. With chapters exploring gender through anthropology, biochemistry, and psyhcology, this truely captures the field of marketing to women.... [ read more ]
Promotional products foster customer goodwill (positive attitudes and feelings) toward a company and its salespeople. This study, completed by Baylor University in 1992, involved a textbook publisher sending 4,000 educators either: (1) a pocket calculator plus a letter, (2) a lower-priced highlighter pen plus a letter, or (3) a letter only.... [ read more ]
Guides managers in the implementation of strategic brand leadership. Citing such brand-focused companies as Virgin, L.L. Bean, and Nike, the authors provide hundreds of case studies to support theories on building brand equity.... [ read more ]
In this groundbreaking book, co-author Jim Loehr, Ed.D., co-founder of the Human Performance Institute, demonstrates how managing energy, not time, is the key to enduring high performance as well as to health, happiness, and life balance. At the heart of the program is the Corporate Athlete® Training System. It offers a a highly practical, scientifically based approach to managing your energy more skillfully, both on and off the job.... [ read more ]
This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.... [ read more ]
Mental Agility: The Path to Persuasion is a guide for any salesperson who wants to learn how to think quickly on their feet. It has an easy to follow system that teached you how to walk into any situation cold and establish a relationship based on trust and confidence. ... [ read more ]
Looks at a variety of issues related to marketing to kids, particularly those between the ages of four and twelve years.... [ read more ]
Takes a lighter approach to management that includes using toys, games, and contests to motivate employees.The keystone of this approach for businesses interested in team building for increased profitability is "fun in the workplace."... [ read more ]
A former senior level marketing executive at companies such as Macy’s, Eastman Kodak and Bank of America, author Aubryn Thomas has learned why certain brands generate energized reactions from customers and how these brands remain profitable by out-thinking the competition instead of overspending. In "Customer Inspired Marketing," Thomas has created an 8-step plan for companies to follow in order to create a successful marketing/branding campaign. ... [ read more ]
Practical tips on writing sales letters in many industries, with extensive samples and background information. A great asset for copywriters.... [ read more ]
Best Practices shares how more than forty best-practices companies focus on their customers, create growth, reduce cost, and increase profts. It focuses on customers and how to involve them in everything from the design of products and services to marketing, selling, and product delivery. This book is good for managers in any business, in any industry.... [ read more ]
Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.... [ read more ]
This is for people ready to get serious about implementing a customer-focused direct marketing strategy. The author addresses: building useful databases, using research, developing marketing programs, segmenting markets, and estimating customer value. ... [ read more ]
"The Infinite Asset" unveils a strategy called the "Brand Portfolio Approach" that exponentially increases the value of brands by exploding them beyond the boundaries of their division and even their parent company. With how-to models, this book is a great guide to leverageing every company's infinite asset for lasting competitive advantage.... [ read more ]
Reports on the biggest research project ever carried out on the topic of selling. Based on 5,000 sales calls, the 12-year study assesses the skills successful salespeople need, and discusses what sales managers should look for when they accompany their salespeople on calls. Shows you how to put into practice the proven tools and techniques outlined in Neil Rackham's national bestseller "SPIN Selling", which revolutionized high-end selling.... [ read more ]
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